What is an Ideal Customer Profile (ICP)?

Your ICP is a specific description of the company and buyer most likely to purchase your product. It includes firmographics (company size, industry, revenue), the buyer's role, and the trigger that makes them look for a solution. A good ICP lets you say no to bad-fit prospects.

How many customers do I need to define my market?

You need at least 5-10 paying customers who match a pattern before you can confidently define your ICP. If you're pre-revenue, focus on discovery conversations with potential buyers to find the pattern before you have paying customers.

What if my customers don't fit a single pattern?

That's common early on. Look for the customers who are easiest to close, have the shortest sales cycles, and complain the least. That's usually your ICP. The others are often opportunistic deals that won't scale.

How do I validate my ICP?

Run 10 customer discovery interviews. Ask why they bought, what they were using before, and what triggered their search. Look for patterns in their answers. If 80% of your customers match your stated ICP, you've validated it.

Market Clarity

Do you know who buys?

Market clarity is knowing exactly who buys your product and why. Without it, you're marketing to everyone and resonating with no one. Most B2B founders skip this step and pay for it later with wasted sales cycles and confused positioning.

Answer 4 diagnostic questions to see where you stand.

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What this measures

Can you describe your ideal customer in one sentence—with specifics like job title, company size, or what triggers them to buy?
This is your Ideal Customer Profile (ICP).
Do you know what your buyers are doing today instead of using you?
How many customers have you talked to in the last 90 days specifically about why they bought?
What percentage of your current customers match the type of buyer you say you're targeting?

What to do about it

If this area is broken

Run 10 customer discovery interviews this month. Document who says yes and why.

If this area needs work

Narrow your target customer. Which specific segment converts best?

How this connects

Affects

Fixing this can unlock progress in:

Frequently asked questions about market clarity

What is an Ideal Customer Profile (ICP)?: Your ICP is a specific description of the company and buyer most likely to purchase your product. It includes firmographics (company size, industry, revenue), the buyer's role, and the trigger that makes them look for a solution. A good ICP lets you say no to bad-fit prospects.
How many customers do I need to define my market?: You need at least 5-10 paying customers who match a pattern before you can confidently define your ICP. If you're pre-revenue, focus on discovery conversations with potential buyers to find the pattern before you have paying customers.
What if my customers don't fit a single pattern?: That's common early on. Look for the customers who are easiest to close, have the shortest sales cycles, and complain the least. That's usually your ICP. The others are often opportunistic deals that won't scale.
How do I validate my ICP?: Run 10 customer discovery interviews. Ask why they bought, what they were using before, and what triggered their search. Look for patterns in their answers. If 80% of your customers match your stated ICP, you've validated it.

Find out where you stand Or take the full diagnostic