An Ideal Customer Profile (ICP) outlines the type of customer who gains the greatest advantage from a company’s product or service while delivering the highest value in return. Typically used in B2B sales and marketing, an ICP outlines the specific characteristics of companies or individuals most likely to become valuable, long-term customers.
This involves:
- Identifying firmographics, including industry, company size, location, and annual revenue
- Targeting behaviors like purchasing patterns, product usage, and decision-making processes
- Understanding pain points to ensure a product or service addresses their most pressing needs
Businesses use ideal customer profiles to focus their efforts on high-potential prospects, ensuring that marketing campaigns, sales strategies, and customer service initiatives align with the needs of their target customers.
Ideal customer profiles are critical because they lead to more effective targeting, higher conversion rates, and stronger customer relationships. They allow businesses to allocate resources efficiently, driving customer acquisition while reducing cost per lead. A well-defined ICP results in more focused strategies, helping a company grow faster and retain customers more effectively.
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Case Study
Manufacturing: Danby Accelerating Performance with SPIFFs
Appliances manufacturer Danby was looking to motivate its sales ecosystem in a meaningful way.
Together with 360insights, a channel strategy was developed and the right tactics were identified that would amplify their sales operations throughout their complex sales ecosystem, along with ways to maximize revenue and create connections between their channel and brand.
Discover how, with the right incentives program in place and an awareness of how and where it was allocating incentive spend, Danby was able to effectively optimize that spend to increase ROI.