ICP & Targeting
ICP and targeting terms define who you sell to and how you identify the accounts worth pursuing. Every outbound motion, intent signal, and enrichment field traces back to the profile of the customer who gets the most value from your product — and the fastest path to a closed deal.
Ideal Customer Profile (ICP)A description of the perfect customer that would benefit most from your product.ICP-shaped filteringNarrowing a dataset or list to records matching an Ideal Customer Profile.FirmographicsCompany attributes used to segment, score, and route B2B accounts.TechnographicsThe technologies and tools a company uses, used for ICP fit and sales timing.Buyer personaA semi-fictional representation of the ideal individual decision-maker at a target account.Account-based marketing (ABM)A B2B strategy that treats individual accounts as markets of one.Total Addressable Market (TAM)The total revenue opportunity available if every potential customer bought your product.Lookalike audienceAn audience built by finding accounts or contacts similar to an existing high-value seed set.