ICP in practice
An ICP describes companies, not people. The people you target inside them are personas. A useful ICP is specific enough to build a list from: industry, size band, region, the stack they run, and the situation they are in. If two people on your team would build different lists from it, it is too vague.
Write the ICP from your best customers, not your hopes. Look at who closed fastest, paid most and churned least, then find what they had in common. IV's signal mapping starts from the ICP, because a signal only matters if it fires at accounts you can actually serve.
Last updated 2026-10-14 by Ishan Vats.
