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Understand your customers

Defining your ideal customer

Know exactly who you're for (and who you're not).

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What is an ideal customer profile and how do I define mine? An ICP is a precise description of the customer who gets the most value from you and gives you the most back, by firmographics, situation, and the ... Beginner 2 resources → Should I focus on one customer segment or serve everyone who'll pay? One, ruthlessly. Serving everyone means your product, messaging, and support get pulled in ten directions and you win nobody's heart. Dominate a si... Intermediate 2 resources → Should my ideal customer be the person who pays or the person who uses the product? Separate the two early because they often aren't the same person, and your whole go-to-market shifts depending on who you center. Whoever holds the... Intermediate 3 resources → How specific should my ideal customer be for a consumer app versus a B2B tool? For B2B you can and should get specific by role, company size, and trigger event because a handful of accounts can matter, while consumer needs a s... Beginner 3 resources → How do I define an ideal customer for a two-sided marketplace where I have to pick two of them? In a marketplace you have two ICPs, but they are not equal partners: pick the harder side to attract as your anchor and define it precisely first. ... Advanced 3 resources →
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