Your ideal customer profile (ICP) is a detailed description of a company that you deem a perfect fit for your product or solution. As opposed to a buyer persona — which focuses on the characteristics of an individual buyer — an ICP considers the account’s firmographic data (such as employee headcount, location, and revenue), and psychographic data (such as values and priorities). “The ICP is the intersection between high value, good fit, and good timing,” says Hussam AlMukhtar, senior director of strategic growth and This is where demand gen and product marketing work together,” explains Mitchell Hanson, senior director of demand generation at ZoomInfo. “Product marketing will always come up with who you need to sell the product to. They can say this product is made for salespeople in an enterprise-sized company, but what they don’t specify is the actual buyers of the product.