Article · ~14 min read

Ideal Customer Profiles (ICPs), ABM, JTBD and Personas: knowing your customer

Net Retention · netretention.io Free Intermediate

One of the few pieces that clearly untangles ICP vs persona vs JTBD without jargon, so founders stop conflating them. Useful as the connective tissue across this whole cluster.

  • ICP = the best-fit account; persona = the human inside it who feels the pain
  • JTBD explains the progress the persona is trying to make
  • Use each concept for the decision it's actually good at
  • Ground personas in real research, not imagination
Open on netretention.io ↗

It answers 4 questions

  1. What is an ideal customer profile and how do I define mine?
  2. What's the difference between an ICP, a buyer persona, and a target market?
  3. How do I know if I'm targeting the wrong customer?
  4. How do I build customer personas that are actually useful and not fiction?

Read with it

  1. A clear, operator-written guide from a respected SaaS-analytics company on defining and using an ICP to focus scarce startup... ChartMogul Blog Article · ~12 min read Without an ideal customer profile (ICP), your growth is just guesswork ChartMogul
  2. A PM-turned-founder's playbook that treats defining the right customer and problem as a sequence of concrete hurdles, not... First Round Review Article · ~18 min read 8 Product Hurdles Every Founder Must Clear First Round Review
eChai Partner Brands The partnership →