Early-stage founders often try to sell to “whoever will pay.” It feels like traction, but it actually slows you down.
Every new segment you chase means new messaging, new content, new sales motions. A small team simply can’t run three playbooks at once and win.
What Is an ICP (and Why It Matters)?
ICP stands for Ideal Customer Profile. It’s a simple description of the type of company that gets the most value from your product and, in turn, gives the most value back to your business.
Think: industry, size, common pain points, and what makes them a great fit.
Without an ICP, you end up chasing anyone with a budget, which usually leads to long sales cycles, wasted effort, and “meh” customers.
Why an ICP Matters
- Focus: Easier to explain what you do and why it matters.
- Faster wins: Shorter sales cycles because your message fits like a glove.
- Efficiency: Less wasted effort on prospects who were never a good match.
A Lightweight Way to Define Your ICP
- Look at your best customers (or high-velocity/engaged targets) — Who’s happiest? Who renews? Who refers you? If you don’t have a big customer base yet, look at which prospects are moving fastest through the funnel or showing the most engagement.
- Spot the patterns — Industry, company size, pain points, tech they already use.
- Pick one beachhead — Double down there before chasing new markets.
What’s a Beachhead Market?
You might hear marketers talk about a beachhead. All that means is: pick one tight starting point before you expand.
Instead of trying to win all manufacturers, maybe you focus on mid-sized discrete manufacturers in the Midwest first.
A beachhead isn’t your forever market. It’s your starting line; it's the niche where you prove your message works, get early wins, and build momentum before expanding outward.
Pro Tip: Anchor GTM With Decision Stories
Once you’ve picked your ICP, don’t just tell your team “this is our target.” Show them what it looks like in practice.
Decision stories are short, real-world examples of why a customer chose you over the alternatives. They create momentum because they:
- Give sales a narrative they can reuse in live conversations
- Give marketing copy rooted in real pain points and proof
- Build confidence across the team that you’re chasing the right accounts
Collect 1–2 of these stories for your ICP, and you’ll see alignment across sales, marketing, and product come much faster.
Not sure how to pick your ICP, or turn it into stories your team can use? That’s exactly where I help founders focus. Let’s build something that moves.