Ideal Customer Profile (ICP) Discovery

Adelina Mihala

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About this service

Summary

This service helps B2B/ SaaS companies identify and define their Ideal Customer Profile (ICP), ensuring all efforts across sales, marketing, and product development are focused on the customers most likely to drive growth.

By analyzing customer behaviors, segmenting high-value users, and uncovering key traits, we build a data-driven ICP to optimize targeting, messaging, and decision-making.

With over 9 years of experience in Product & Growth for SaaS and marketplaces, I combine data-driven insights with practical expertise to uncover high-impact opportunities. I use proven methodologies and an iterative approach to ensure the ICP aligns with your goals and delivers actionable strategies. Having worked in fast-paced environments, I focus on creating ICPs that drive scalable growth and lasting customer relationships.

Process

Research and Analysis

Gather qualitative and quantitative data on your customer base.

Review historical sales data, user feedback, and market research to uncover key patterns.

Customer Interviews and Validation

Conduct in-depth interviews with existing high-performing customers to understand their goals, pain points, and decision-making processes.

Framework Development

Create a structured ICP framework incorporating firmographics, behaviors, and goals.

Include a breakdown of roles in decision-making (e.g., champions, influencers, blockers).

Delivery and Strategy Integration

Present the ICP framework and provide tailored guidance on leveraging it across teams.

What's included

Comprehensive ICP Framework
A detailed report outlining customer demographics, behaviors, and firmographics (industry, revenue, company size), including their challenges, goals, and motivations. Includes buyer and user personas and actionable recommendations for targeting and engagement.
Customer Segmentation Insights
Segmentation of your customer base, identifying high-value groups and common patterns in acquisition, retention and upsell opportunities.
Strategy Alignment Guide
Clear recommendations for applying the ICP in sales, marketing campaigns, and product development to maximize ROI and ensure consistency across teams.

Skills and tools

Product Manager

UX Researcher

Product Strategist