Glossary
ICP (ideal customer profile)
The specific kind of buyer your product fits best, described precisely.
Not a demographic sketch. A usable ICP names the type of company, its rough size, the role of the person who signs, and the problem urgent enough to make them act this quarter.
"Nigerian SMEs" is not an ICP. "Finance leads at Lagos businesses with ten to two hundred staff already running three or more bank accounts" is one, because you can go and find those people.
Related terms
- TAM, SAM, SOM — Total market, the slice you can serve, and the slice you can realistically win.
- Go-to-market (GTM) — The plan for how a product reaches buyers and turns them into revenue.
Read next
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- Sizing your market from the bottom upThe percentage-of-a-huge-number method is in most decks and convinces nobody. The alternative produces a smaller figure …
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