ICP Framework

Purpose

To provide a standardized framework for defining and applying the Ideal Customer Profile (ICP). Ensures that Sales, Marketing, and Delivery teams focus on the right target accounts and avoid pursuing unfit leads.

ICP Framework Table

Dimension	Key Attributes Considered	Example ICP Criteria (for IT Services + SaaS)	Notes / Guidance
Industry	Sector alignment with offerings	SaaS, HealthTech, FinTech, Education Tech	Avoid non-aligned industries (e.g., retail FMCG)
Company Size	Employee count / org scale	200–2000 employees	Ensures mid-market & enterprise scalability
Revenue Bracket	Annual revenue / funding stage	$10M–$250M, VC/PE backed growth-stage companies	Below $5M often lack budgets
Geography	Target regions / markets	North America, Europe, APAC	Exclude non-serviceable geos
Technographic Fit	Tools, platforms, or infra used	AWS, Azure, Salesforce, HubSpot, modern DevOps stack	Outdated/non-digital orgs deprioritized
Decision-Maker Role	Buyer persona seniority	CTO, VP Engineering, Head of Product, CIO	Avoid leads below manager unless influencer
Intent Signals	Observable buying behaviors	Funding announcements, job postings in tech, event sign-ups	Used to prioritize high-fit accounts
Strategic Value	Long-term growth/expansion potential	Multi-region presence, recurring service needs	To flag accounts for special pursuit

ICP Fit Tiers

ICP Score Range	Tier	Action
80–100	High Fit	Prioritize for SDR outreach and AE discovery.
60–79	Medium Fit	Place in nurture sequence; SDR follow-up after signals.
Below 60	Low Fit	Disqualify or recycle to marketing nurture pool.

Application Guidelines

Sales → Apply ICP filters before pursuing outbound prospects. Log scores in CRM.
Marketing → Target inbound campaigns strictly toward ICP-aligned segments.
Sales Managers → Review ICP compliance during pipeline audits and coaching.
Sales Operations → Maintain ICP scorecard and ensure CRM tagging consistency.
Review Cycle → ICP framework reviewed quarterly to adapt to market and strategy shifts.