Ideal Customer Profile (ICP)

A description of the type of company, by industry, size, tech and needs, that gets the most value and is best to sell to.

By Brandon MinaCEO, BrandPilot AIUpdated November 2026

Short answer

An ideal customer profile (ICP) is a description of the type of company that gets the most value from a product and is most profitable to sell to, defined by traits such as industry, size, revenue, technology and needs. B2B teams use the ICP to focus targeting, prioritize accounts and align marketing with sales.