Answering your questions about ICPs
Common questions about reviewing, updating and managing your startup's ideal customer profile
Making your ICP (Ideal Customer Profile) super-specific often feels uncomfortable because doing so also eliminates large and seemingly valuable market segments.
But an overly-broad ICP quickly produces an overly-complicated go-to-market motion and yields disjointed customer feedback that pulls your team in conflicting directions.
If you’re experiencing these symptoms in your startup you are not alone. In this issue I answer the most popular questions readers ask about reviewing, updating and managing ICPs:
How narrow should my ICP actually be?
How do I figure out my ICP if I don’t have any customers yet?
How often should I review and update my ICP?
I have multiple ICPs. What should I do?
What should I do with inbound leads that are outside my ICP?