What Is an Ideal Customer Profile (ICP)?
An ideal customer profile (ICP) is a description of the companies most likely to buy what you sell, succeed with it and stay, covering traits such as industry, size, location and activity.
Write it as filters, not adjectives
A profile you cannot search is a wish. Write each trait as a filter a system can run: an industry, a size band, a country, a seniority of buyer. If a trait cannot be turned into a filter, it belongs in a note for the team, not in the profile.
Test it against the customers you already have
Run the filters over your best current customers. If they do not match, the profile is wrong. If it matches thousands of companies that look nothing like them, it is too loose. Tighten until your best customers sit inside it and the obvious misfits fall out.
How it works in the Kooperativa API
The people search endpoint takes filters such as title, seniority, location, industry and a headcount range, and the company search endpoint does the same for companies, so an ICP written as filters can run as a query. Results come back as profile and firmographic data.