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Ideal Customer Profile (ICP) Template
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Company profile
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Company revenue

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Company size

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Industry / Specialization

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Location / Geography (optional)
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Customer profile (demographics)
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Role in the buying process
(end-user, influencer, economic buyer)
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Title / Function / Team size-
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Technology stack-
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Day in the life of you customer
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Daily Activities-
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Goals & Objectives-
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Responsibilities-
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Success Metrics-
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Biggest challenges (what's changing?)-
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Budget
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Summary
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Customer's Buying Process
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Before you buyyou need to sell them on the promise of your solution
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How do your customers buy?
What approvals are needed?
How is involved in buying decision?
What will they research when they have a need for your product or service?
What questions will your potential customers have before they even know they need your product?
What objections do they have to your product?
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After they buyyou need to sell them on actually implementing your solution
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What your customers have to do to implement your product?
What is the first value you want your customers to attain? (Aha moment)
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Environment & Market Forces
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Economic forces
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Technology forces
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Social forces
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Old WorldNew World
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Pains & Problems
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Pain Awareness
(type of problem: 1) active; 2) passive; 3) latent; 4) vision.)
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Pain Urgency-
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Pain Frequency-
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Pain Severity-
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Villain / Enemy-
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Business ValuesPersonal Values
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Table Stakes:
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Read / Write / Follow
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Publications & Resources-
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Influencers & Experts-
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Events / Conferences / Meet ups-
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Newsletters-
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Communities / Groups / Trade Associations
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