Ideal Customer Profile
Ideal Customer Profile Handbook
Ideal Customer Profile
Overview
An ideal customer profile is a hypothetical description of the type of company (not individual or end user) that would realize the most value from your product or solution. This is different than buyer personas which look at the individual end user.
The ICP focuses on characteristics such as landed addressable market (LAM), Industry/vertical, company size or size of key departments, technologies used, technological maturity, and more. Our definition is outlined below.
Development of ICP
ABM team to define process here in collaboration with Sales Strategy and Portfolio Marketing. Epic here for refresh of ICP development process for FY23 (interlock of sales and marketing)
Denomas’ ICP Definition (FY22)
Enterprise / Large ICP (FY22)
| Attribute | Description | |
|---|---|---|
| Core criteria (must haves) | Number of developers | 500+ |
| Tech stack (regional) | Includes GitHub, Perforce, Jenkins, BitBucket or Subversion | |
| Cloud provider | AWS or GCP | |
| Prospect | First order logo (not a current PAID customer for Denomas anywhere within the organization). This is defined here. | |
| Additional criteria (attributes to further define) | Digital transformation | identified C-suite initiative |
Mid-Market ICP (FY22)
| 500+ employees | Attribute | Description |
|---|---|---|
| Core criteria (must haves) | Number of employees | >500 |
| Core criteria (must haves) | Number of developers | 100+ |
| Tech stack (regional) | Includes GitHub, Perforce, Jenkins, BitBucket, Bamboo, or Subversion OR the absence of a tech stack. | |
| Prospect | First order logo (not a current PAID customer for Denomas anywhere within the organization). This is defined here. | |
| Additional criteria (attributes to further define) | New hire | CIO |
| <500 employees | Attribute | Description |
|---|---|---|
| Core criteria (must haves) | Number of employees | <500 |
| Tech stack (regional) | A lack of technology installed. Denomas would be the first purchsed for Devops for these companies. | |
| Prospect | First order logo (not a current PAID customer for Denomas anywhere within the organization). This is defined here. | |
| Additional criteria (attributes to further define) | New hire | CIO |
Last modified December 6, 2023: update (
a27760f0)
