Ideal Customer Profiles
Define your ICPs
[Delete the one you don't need]
B2C Table ⤵️
Criteria | User 1 | User 2 |
Name | ||
Age | ​ | |
Demographics | ||
(refer the table below) | ​ | |
Need | ||
Pain Point | ​ | |
Solution | ||
Behavior | ||
(refer the table below) | ||
Perceived Value of Brand | ||
Marketing Pitch | ||
Goals | ​ | |
Frequency of use case | ||
Average Spend on the product | ​ | ​ |
Value Accessibility to product | ​ | |
Value Experience of the product | ​ | |
Note: This is not an exhaustive list, you know your product better, add/remove as per the context! ​ | ​ |
B2B Table ⤵️
Criteria | ICP1 | ICP2 |
Name | ​ | |
Company Size | ​ | |
Location | ​ | |
Funding Raised | ​ | |
Industry Domain | ||
Stage of the company | ||
Organization Structure | ||
Decision Maker | ||
Decision Blocker | ||
Frequency of use case | ||
Products used | ||
in workplace | ||
Organizational | ||
Goals | ||
Preferred Outreach Channels | ||
Conversion Time | ||
GMV | ||
Growth of company | ||
Motivation | ||
Organization Influence | ​ | |
Tools Utilized in workspace | ||
Decision Time | ​ | |
Note: This is not an exhaustive list, you know your product better, add/remove as per the context! |
ICP Prioritization
[Use this framework to prioritize your ICP's]
Criteria | Adoption Rate | ​ Appetite to Pay | Frequency of Use Case ​ | ​ Distribution Potential | TAM ( users/currency) ​ |
ICP 1 | High | High | Low | Low | 1000 user |
ICP 2 | Moderate | High | High | High | 1400 users |
ICP 3 | Low | High | Low | Moderate | 1100 users |
ICP 4 | Moderate | Low | High | High | 1500 users |
ICP 5 | High | High | High | Moderate | 1200 users |
From the ICP Prioritization Framework, we can see that ICP 2 and ICP 5 can be focused upon since the market for these users is larger enough and the the users have a good use case of the product! Now when we dig deeper into fleshing out the strategies for acquisition we will target them towards ICP 2 and ICP 5.
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