Customers & Research
Defining your ideal customer
Know exactly who you're for (and who you're not).
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How do I define an ideal customer for a product no one is searching for yet?
When there's no existing search demand, you can't define your ICP by category, so define it by the underlying pain and the moment it becomes urgent...
How do I know if I've defined my ICP too narrowly and I'm leaving obvious customers out?
The warning sign isn't turning away customers, it's turning away people who buy fast, use it the same way, and refer others just like them. If you ...
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. ...
How do I use the customers I already have to sharpen my ideal customer profile instead of guessing?
Once you have even 15 or 20 paying customers, stop guessing and let the data draw the profile: sort them by who onboarded fastest, uses it most, ch...
How do I keep my whole team aligned on who our ideal customer is once we start hiring?
An ICP that lives only in your head fractures the moment sales, marketing, and product each imagine a different customer. Write one short, shared d...