Shalvi Singh's writing

ICP & targeting · C1 Fundamentals & definitions

ICP

Also: Ideal Customer Profile

Definition. A precise definition of the companies most likely to buy, succeed with, and stay on your product. Built from firmographic, technographic, and behavioral data. The root node most GTM decisions derive from.
Established Last updated 2026-06-18

In practice

If the ICP is weak, everything downstream sprawls.

Related terms

Buyer PersonaFirmographic DataTechnographic DataMQATAM / SAM / SOM

Where this sits

Part of the ICP & targeting set within the GTM World Model — cluster C1, Fundamentals & definitions.

How to cite this

@misc{shalvi_gtm_icp,
  author = {Singh, Shalvi},
  title  = {ICP — GTM World Model Glossary},
  year   = {2026},
  url     = {https://shalvisingh.com/gtm/glossary/icp}
}

Singh, Shalvi. "ICP — GTM World Model Glossary." shalvisingh.com, 2026. https://shalvisingh.com/gtm/glossary/icp