[TEMPLATE] - Ideal Customer Profiles (ICPs)

	A	C	D
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2	GENERAL OVERVIEW	MOTIVATIONS	GOALS
3	ICP name: Industry: Number of employees: Decision maker(s): Current phase in growth:	Think about the motivations, goals, and business needs of this customer. What is their primary goal? How much do you know about their business priorities? What are the internal/external pressures this ICP is experiencing? Example: Tech startups typically have a goal of scaling and generating leads fast so that they can get funding. Their motivations/goals may look like this: - Lead generation is their top priority - Need to create product awareness - Need to get traction fast - Want to review their brand messaging	How does your company fit into the picture when it comes to this ICP achieving their goals? Example: Our company offers a CRM software with lead qualification scoring. This ICP can benefit directly from subscribing to our basic pricing plan which is affordable. Our software can help them: - Close more deals and increase revenue - Identify sales-ready leads - Reduce churn - Understand the evolving needs of their customers by looking at the insights about their behavior
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18		TRIGGERS & OBJECTIONS	BUYER RELATIONSHIP
19		What are this persona’s most common triggers for looking for external help or solutions? In contrast, what are their most common objections when it comes to paying for external partner’s services or solutions? Example: Triggers - We don’t have enough in-house resources and/or expertise for generating and qualifying leads - We are looking to establish procedures and want a user-friendly CRM that can help us focus our efforts Objections - High pricing - Complex software interface	How do they perceive your company’s offer? What are their expectations? Are they likely to become long-term customers? Example: - Once they implement a CRM, they are likely to stick with it, especially in the context of cost predictability - As they scale, they are likely to upgrade their plan - Less churn rate - They expect fast customer support and training
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33		CHALLENGES / PAIN POINTS	INSIGHTS
34		List all the challenges and pain points this ICP is facing. How many of these can you address - either through educational content or through your product? Example: - Quality of leads is poor - They are trying to implement internal procedures and useful frameworks such as a responsibility matrix to introduce more order - Team members tend to wear multiple hats and are included in several processes	What is some additional information that can help you better understand this ICP? What are their general attitudes towards SaaS solutions? How do they handle change management? Example: - They want to use an intuitive solution that gives them access to the data they need - They are used to a fast-paced environment and are very agile - They are very budget-conscious in general
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