An ideal customer profile is the segment your salespeople actually go after and close, not the one written on the website or pitch deck. Listen
Roberge says founders often try to prove every region and segment in year one, when the more useful step is to pick the market that is easiest to win repeatably. He tells founders that they think their ICP is what is on their website and in their pitch deck, while the real ICP is who their salespeople go after and close.
“Your ICP is who your salespeople go after and close.”
Listen to the episode Episode Strategy & market Link to this
From Designing Systems That Scale with Mark Roberge, Founding CRO of HubSpot.