Determine your Ideal Customer Profile (ICP) with ICP Rings

Determining your ideal customer profile can be challenging. To make it easier, I’ve developed a new framework for defining ICPs & your GTM focus called the “ICP Rings”.

Most companies COULD serve many types of customers, but there’s a smaller subset of them that is your SWEET SPOT.

Using concentric circles, you can align everyone on the different levels & definitions of your ICP.

Ideal Customer Profile (ICP) framework
ICP Rings Framework Example

Copy & edit a Google Slides version of the slide here.

Each ring is a tighter, better fit ICP for your company. Add the characteristics that are most important for each level. I gave examples of them in the image.

Size your market so that you know the potential TAM of each ICP ring.

Then as a leadership team decide what level you want your GTM motions to focus on.

Why is this valuable?

  • It bridges the gap between everyone you could serve and who you should really focus on acquiring. 
  • By getting explicit alignment on which ring(s) you want to go after, you’ll reduce friction and misalignment between departments and teams.

Think you could use this in your org?