Define exactly who you're building for - so you know who to sell to, who to ignore, and how to talk to them.
Give your ICP a short, memorable name. You'll refer back to it often.
Describe the kind of company they work at - size, industry, geography, stage.
Who is the person inside that company you're selling to? The decision-maker isn't always the user.
What's broken in their world? One per line. Stick to specific, visceral problems - not abstract "they want more revenue."
What does success look like for them? One goal per line.
Where do they hang out? Where do they get information? One channel per line.
Who is not a fit, even if they look close on the surface? One signal per line. This is often the most useful section.
Add a one-line description →