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Ideal customer profile template with a need column
Most ideal customer profile templates score fit: industry, size and location. This one adds need: the public signals your best customers showed before they bought. Copy the table and fill it with your five best customers.
Key takeaways
- Fit tells you who can buy. Need tells you who has a reason to buy now.
- Need signals can be job posts, filings, new leaders or public complaints, each with a source.
- Five of your best customers are enough to start the template.
The template
| Field | What to write | Example |
|---|---|---|
| Industry | The industries of your best customers | B2B software |
| Company size | The employee range | 50 to 500 employees |
| Region | Where they sell or operate | North America and Europe |
| Buyer role | Who owns the problem | Head of RevOps |
| Need signal 1 | A public signal they showed before buying | A job post for a first RevOps hire |
| Need signal 2 | A second signal | A new head of sales in the last 90 days |
| Reason to skip | A signal that means wait | A renewal with a competitor this year |
How do you fill in the template?
- List your five best customers.
- For each one, write the fit fields: industry, size, region and buyer role.
- For each one, find the public signals from the months before they bought.
- Keep the signals that appear in at least three of the five.
- Write the reasons to skip from the deals you lost.
How do you use it every week?
Kalko does this research for every account in your market and keeps the source and date on each claim. It starts at $99 per month, with a 200-credit trial.
Questions people ask
What is an ideal customer profile?
A description of the companies that get the most value from your product, based on your best customers.
What is the difference between fit and need?
Fit is whether a company can buy. Need is whether it has a reason to buy now.
Fewer accounts. Better won.
Bring your ICP. We will return a sourced market brief your team can inspect, approve, and act on.