top of page
CMO copilot — v1.1
Quick Guide To Creating B2B ICPs
1. Study your best customers — Who are they? Why do they buy?
2. Combine and consolidate your analysis so you get a good, overall picture of your customer base.

3. Break your customer base down into distinct groups — try sorting and filtering by use cases, pain points, buying triggers, journey maps, or a framework related to your value prop.

4. Identify the characteristics that customers in each group have in common — their industry, business type, business size, job title, level, or even specific personality traits like “innovative,” “frugal,” “rational,” etc.

5. Consolidate and condense each group’s common characteristics, keeping only the ones that are most unique, relevant and/or representative, and getting rid of everything else.
6. Use each list of common characteristics to build individual ICPs, giving each one a unique title or name, adding a bio and some background information, and listing priorities, pain points, KPIs and other relevant information.

7. Use your ICPs with your team — for planning, targeting, to evaluate different sales & marketing strategies and tactics, or just to look for ways to re-organize and improve engagement.
Related Resources:
Free Download
The Complete Guide To Building Better Ideal Customer Profiles
eBook
Free Download
B2B
Ideal Customer Profiles
Worksheets
Free Download
DTC
Buyer Personas
& ICPs
Worksheet
Free Download
A Quick Guide
To Choosing Ideal Customer Profile Frameworks:
Use Cases, Pain Points, Buying Triggers & more
bottom of page