Preparing your workspace
Preparing your workspace
A useful ICP helps a research system decide who belongs in a campaign. It describes conditions you can observe and defend, not personality traits you cannot verify.
Write the operational problem, its cost, the moment it becomes urgent, and the outcome your product can credibly create. Keep this separate from demographic assumptions.
Choose company type, operating model, size or complexity signals, technology context, geography, and exclusions that can be checked during discovery.
Separate the person who feels the problem, the person who evaluates a solution, and the person who controls budget or risk. One title rarely covers every buying role.
Review discovery evidence, remove criteria that do not improve fit, and record why promising candidates were excluded. A durable campaign brief should improve with evidence.