Feature Overview

The Ideal Customer Profile (ICP) Configuration feature allows you to define and document your organization's target customer characteristics within GTM Engine. By specifying your ICP, you provide GTM Engine with crucial information about the types of customers your team should prioritize, enabling more strategic sales activities and better alignment across your go-to-market teams.

Benefits to the User

• Team Alignment: Ensures everyone in your organization understands who your ideal customers are
• Performance Tracking: Allows GTM Engine to compare actual customer interactions against your defined ICP
• Focused Selling: Helps sales representatives prioritize prospects that match your target profile
• Reduced Administrative Burden: Automatically evaluates prospect fit without manual analysis
• Improved Win Rates: Concentrates efforts on prospects most likely to convert
• Enhanced Marketing Insights: Provides clear guidance for creating targeted messaging

Accessing the Feature

1. Log in to your GTM Engine account
2. Navigate to the main menu and select Settings
3. In the Settings menu, click on the Configuration page
4. Scroll down to locate the Ideal Customer Profile (ICP) Definition section

Step-by-Step Usage Guide

1. Review the ICP Section: The ICP definition area includes a text field where you'll enter your ideal customer characteristics
2. Define Your ICP: In the provided text field, describe your ideal customer profile(s) in detail. Consider including:
   • Industry sectors
   • Company size (employees/revenue)
   • Geographic locations
   • Common pain points
   • Decision-maker roles
   • Technology stack requirements
   • Budget parameters
   • Growth stage indicators
3. Save Your Changes: After entering your ICP definition, click the Save Changes button to apply your settings
4. Verify Confirmation: Look for a confirmation message indicating your ICP has been successfully saved

Tips and Best Practices

• Be Specific: The more detailed your ICP definition, the better GTM Engine can identify appropriate prospects
• Include Multiple Profiles: If you target different customer segments, clearly define each distinct ICP
• Use Clear Language: Avoid jargon and be explicit about what makes a customer "ideal"
• Update Regularly: Revisit your ICP definition quarterly to ensure it reflects current business priorities
• Collaborate: Consider involving sales, marketing, and customer success teams when defining your ICP to capture diverse perspectives
• Reference Data: Base your ICP on your most successful existing customers for better targeting
• Keep It Concise: While being detailed, maintain clarity by organizing information logically

With your ICP properly configured, GTM Engine will automatically begin comparing your team's actual customer interactions against your defined profile. This analysis helps identify whether your sales efforts are properly targeted and provides insights to improve your go-to-market strategy without creating additional work for your sales team.