Ideal Customer Profile. It’s a term you’ve probably heard thrown around, but what does it actually mean? And more importantly, why do you need one for your business? Demand Gen leaders and marketers in the B2B SaaS space have been vocal about their ICP strategies – and for good reason. Having a well-defined ICP is essential to any successful demand gen plan. In this blog post, we’ll discuss what an ICP is, why you need one, and how to go about creating yours. Stay tuned!
What is an ICP in business?
An ICP, or Ideal Customer Profile, is a detailed description of the type of customer that you want to target with your Demand Gen strategy. It includes important details such as company size, location, industry, and even job titles. At the recent Demand Gen Summit, marketing leaders discussed the importance of ICPs in achieving success with demand gen. They stressed that having a well-defined ICP is essential to creating relevant and targeted campaigns. Christina Bottis shared that by having this information at hand, marketers can create more targeted campaigns and messages that resonate with their audience.
Another great benefit of having an ICP is that it will help you track the progress of your Demand Gen initiatives. Jim Hopkins and Tory Kindlick say that you need to define your ICP in qualitative and quantitative measures – this will help you to create more effective campaigns. By understanding which ICPs are resonating with your campaigns, you can adjust and refine them accordingly. This will ensure that you’re getting the most out of your efforts and maximizing your marketing efforts.
How to use your ICP
Steve Eror, Sales Director at Signals, believes that understanding your ICP is essential to creating a seamless customer journey from the first introduction to purchasing. By knowing who you’re targeting and what their needs are, you can create a customer experience that is relevant and tailored specifically for them. This will help to convert leads into customers and keep them coming back for more.
Danny Allen, VP of Marketing at 97th Floor, stressed the importance of reviewing your ICP regularly. He noted that doing so will help ensure that your campaigns are still relevant and effective. As the market shifts and changes, so should your ICP. By reviewing it regularly, you can stay on top of the latest trends and adjust your campaigns accordingly.
Why are ICP’s sticking around?
If you’re in B2B SaaS, or any other industry for that matter, having a well-defined ICP is essential to achieving success with demand gen. It will help you create more targeted campaigns, track progress, and ensure that you are creating a seamless customer journey. If you’re in any of the following professions – marketing, B2B, sales, SaaS – then this is for you!
Start seeing your Buyers' signals
Signals is helping companies automate, grow, and close sales pipeline with industry-leading predictive intent scoring, lead generation, and real-time engagement.