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What is a Customer Profile?

What is a customer profile? A customer profile, or ideal customer profile (ICP), is basically a checklist of what your ideal customer should look like. For example, if you've designed an application that makes it easier for healthcare providers to connect with traveling nurses. You want to target healthcare providers as well as nursing professionals or the nursing professional companies that help travel nurses match with certain providers and locations. But it's not enough to simply say "healthcare providers". Within a healthcare system, there are numerous roles and jobs, and different types of systems, that will have different needs. Your ideal customer should be someone who most desperately requires what you are offering, and someone who understands it. So someone within HR, but that has enough seniority to either be a Decision Maker or close enough to sway a purchasing decision. On the other hand, let's think about a service. At SalesPipe, we offer the service of connecting companies with top-quality outsourced SDRs. Our customer profile is typically Founders or the sales teams of SaaS companies. There are additional factors we can look at, such as budget or funding the company receives, that also help to narrow down our customer base. It's not as niche as the first example, but it still helps us define who to target when we do company outreach, either via email, social media, or blogs.