Ideal customer profile template for B2B teams
Define which companies can benefit from what you sell. Write down the requirement, why it matters and how you could check it. Keep buying roles in a buyer persona and product usage in a user persona.
Free to use without an account. This worksheet does not research companies, enrich records or predict who will buy.
Start with your offer
What can your product help a company do today? Name the supported workflow and any delivery limits before choosing an industry, headcount range or budget.
An employee range can be useful when it explains the workflow or cost of delivery. It is not evidence that a company has a problem or an approved budget.
Copy the company-fit worksheet
COMPANY ICP — WORKING DRAFT Offer and supported workflow: Profile owner and review date: For each criterion, record: Criterion: Requirement or preference: Reason it matters to the offer: Acceptable evidence: Current status: hypothesis / reported / checked / unknown Source or permitted reference and date: What would change this rule: CRITERIA TO CONSIDER 1. Company operating model and workflow 2. Problem the product can address 3. Necessary operating conditions or integrations 4. Delivery constraints and supported markets 5. Cost or outcome that needs investigation 6. Hard exclusions and their reason 7. Unknowns, next check and owner ACCOUNT REVIEW Company label: Supported criteria and evidence: Contradicted criteria and evidence: Still unknown: Decision: candidate / needs research / outside current scope Next research action: Buying roles to investigate separately:
A fictional inventory-software example
StockBridge is an invented product for reconciling stock between warehouses. The rules below illustrate a draft; they are not findings from customers or a validated targeting model.
| Draft rule | Reason in this scenario | Evidence to seek | Current status |
|---|---|---|---|
| Operates more than one warehouse | The proposed workflow concerns reconciliation between locations | A permitted operations record or a conversation about the workflow | Hypothesis |
| Has recurring differences between stock records | This is the problem the fictional offer aims to address | A recent incident, its steps and the outcome | Unknown |
| Can use the supported inventory connection | Integration is a delivery constraint in this example | A technical review against the actual supported connection | Unknown |
| Is researching a relevant workflow change | It helps decide the next conversation | A dated statement or requested next step | Unknown; separate from company fit |
If a company has two warehouses but no known reconciliation problem, mark it “needs research”. Do not turn the missing problem evidence into a zero score or a confident sales claim.
If a required integration is unavailable, record “outside current scope” and the condition that could change that decision.
No customers yet? Keep the first version testable
Start with the workflow you can deliver and a small number of rules you can explain. Label them as hypotheses. Prepare a question or observation that could disprove each important rule. A generated profile can help organize these questions; it does not make the rules true.
After a real conversation or permitted observation, update the source, date and decision. Use customer outcome data when you have it. Do not invent retention, revenue or willingness to pay to complete the worksheet.
Choose the next document
- Company ICP worksheet
- Which companies should we investigate? Record fit criteria, exclusions, evidence and unknowns in this worksheet.
- Buyer persona template
- Who approves, influences or blocks a purchase? Investigate buying roles separately from company fit.
- User persona template
- What does a person need to finish inside the product? Describe the task, failure and observable finish condition.
- ICP scoring and prioritisation worksheet
- Which dated evidence should we verify or act on first? Choose the next research action without treating unknowns as zero.
Put the draft to work
Describe your product in the free generator to draft company-fit hypotheses. Then prepare a real conversation to test the uncertain parts. Signed-in contact matching is a separate step; a matched person is not proof of purchase intent.
What is an ICP?