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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.
Consolidate your customer analysis to get a 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.
Segment your customer base by a framework like use cases, pain points, buying triggers, or anything related to your value proposition.
4. Identify the characteristics that customers in each group have in commontheir industry, business type, business size, job title, level, or even specific personality traits like “innovative,” “frugal,” “rational,” etc.
Look for patterns within your customer base analysis.
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.
Build our your Ideal Customer Profiles
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 Profile


Free Download



Ideal Customer Profiles 


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Buyer Personas

& ICPs


Free Download


A Quick Guide

To Choosing Ideal Customer Profile Frameworks:

Use Cases, Pain Points, Buying Triggers & more

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