What are ICPs and buyer personas in B2B?
An Ideal client Profile (ICP) defines the companies most likely to buy your solution, while buyer personas represent the individual decision-makers within those companies. ICPs pick the accounts. Personas win the committee. Your ICP might target SaaS companies with 200 to 500 employees, while personas map the CFO, CTO, and VP of Operations who often comprise the 6 to 10 stakeholders in complex buying committees. Together, they create your segmentation rules and intent-based prioritization system, without both, you either waste spend on wrong-fit accounts or lose winnable deals to generic messaging. Use these firmographic segmentation criteria to build scoring rules that identify high-intent prospects.
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B2B ICP and Buyer Persona Glossary
The B2B ICP and buyer persona glossary is a reference defining 22 targeting and segmentation terms used inside complex B2B buying committees.
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Drives go-to-market strategy and demand generation for TSC clients. Expert in building B2B growth engines.
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