Outbound Glossary
ICP
The profile of a company you can win and keep. Most are written to describe who you sold to, not who you should sell to next.
Ideal customer profile is the company-level description of who your offer fits: size, sector, structure, and the situation they are in. It is not a persona, which is about the individual you write to.
The failure mode is writing it backwards from your existing customer list, which encodes luck as strategy. A useful ICP names the condition that makes someone need you now, not the attributes your happiest client happens to share.