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ideal customer profile (ICP)

An ideal customer profile (ICP) defines a specific type of organization (and the buyer persona within it) that is a company's top target. I.e., the type of customer that derives value from your Commercial Offering and is willing to pay for it.

In the COSS playbook, defining the ICP requires recognizing that the ICP is rarely the user.

See also: ideal user profile (IUP)


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