An evidence checklist for a sharper ideal customer profile
Turn a broad ICP statement into a testable view of accounts most likely to benefit and buy.
Understand the decision
Study customers who reached value quickly, remained engaged, and used a support model your team can repeat. Record their operating situation, trigger, workflow maturity, constraints, and buying participants. A prestigious logo or large segment is not evidence of fit.
Put the practice to work
Separate account conditions from buyer conditions. Accounts show where the problem exists; buyers show who recognizes it, owns the consequence, and can organize change. Add disqualifiers such as incompatible systems, missing ownership, or needs beyond the core offer.
Review and improve
Score recent wins, losses, and stalled opportunities against the profile. Keep traits that distinguish outcomes, not traits shared by nearly everyone. Version the profile and record why evidence justified each revision.