Topic
ICP & Buyer Personas
Building an Ideal Customer Profile, buyer personas, and segmentation that drives targeting decisions.
The complete guide
How to Build an Ideal Customer Profile (ICP): Step-by-Step for B2B
A practical, data-first method for defining your Ideal Customer Profile — the 6-step process, the attributes that actually predict fit, ICP vs buyer persona, and a worked SaaS example.
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Deep dives
When Should You Create Separate ICPs?
Decide when B2B customer groups need separate ideal customer profiles, what evidence to collect, and whether each profile earns its maintenance cost.
How to Define B2B Customer Disqualification Criteria
Turn customer mismatches into clear rules for unsupported needs, implementation limits, commercial fit and exceptions, without rejecting buyers by size.
B2B User Persona vs Buyer Persona: What Changes?
Separate user tasks from purchase decisions. Document each role's goals, risks and criteria, then resolve conflicts with evidence, not invented demographics.
How to Prioritize B2B Customer Segments
Compare B2B customer segments by problem urgency, access, delivery effort and commercial viability, using a worksheet that separates evidence from assumptions.