Article · 10 min read

Defining your ideal customer profile: Pete Kazanjy's perspective

Pete Kazanjy · Lenny's Podcast Free Intermediate

Pete Kazanjy, who has built and scaled multiple B2B sales orgs, gives a founder-focused breakdown of how to get specific enough about your ICP that a list of names naturally falls out of it. It complements Lenny's main ICP piece with a more tactical, sales-operator's lens.

  • An ICP should be specific enough that you could hand it to someone else and they'd source the same names you would
  • Firmographic fit and evidence of urgent pain both need to be present, not just one or the other
  • Revisit your ICP definition as closed-won deals teach you what you got wrong initially
Open on lennyspodcast.com ↗

It answers 3 questions

  1. What is an ideal customer profile and how do I define mine?
  2. How do I build a targeted list of the right people to cold email?
  3. How do I find my ICP when I'm selling to Indian SMBs who don't fit clean B2B categories?

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