An ideal customer profile template is a short list of the traits your best customers share: industry, size, location, the tools they use, the problem you solve and what makes the timing right. Fill it in once and use it to decide which companies are worth pitching.
Below is a template you can copy, a filled-in example, a one-sentence version for tools and AI, and how to score any company against it.
6
Fields that matter
1
Sentence version for tools
0 to 100
Fit score per company
10 min
To fill it in
You know roughly who buys, but it lives in your head. Writing it down makes every list, every lookup and every new hire better. This takes ten minutes.
Free tool
ICP fit checker
Paste your ICP sentence and a domain. Get a fit score with the reasons.
Ideal customer profile template (copy this)
Industry / product type: Company size (employees): Location / markets: Tools they use (or must not use): Problem we solve for them: Timing signal (what makes now a good time): Not a fit if:
The 6 fields, explained
| Field | Why it matters | Example |
|---|---|---|
| Industry | Defines the problem and the language they use | B2B SaaS selling to finance teams |
| Size | Predicts budget and who decides | 50 to 200 employees |
| Location | Time zones, language, compliance | US, UK, Nordics |
| Tools | Shows how they work and what integrates | Uses HubSpot, not Salesforce |
| Problem | The reason they'd talk to you | Reps spend hours researching accounts |
| Timing | Why this week and not next year | Hiring 3+ sales roles |
A filled-in example
Industry / product type: B2B SaaS, sells to sales or revenue teams Company size: 20 to 200 employees Location: US and Europe Tools: HubSpot or Salesforce, Stripe for billing Problem: reps waste time researching accounts before outreach Timing signal: hiring 3 or more sales roles Not a fit if: agency, consumer app, or under 10 people
The one-sentence version (for tools and AI)
Most tools and AI assistants work best with one plain sentence. Turn the template into this shape:
B2B SaaS companies with 20 to 200 employees in the US or Europe that sell to sales teams, use HubSpot or Salesforce, and are hiring sales reps.
WorthPitching uses exactly this: you write your ICP in one sentence once, and every lookup gets a fit score against it.
How to score a company against your ICP
- 1
Check the hard rules first
Wrong industry, wrong size or a listed "not a fit" means stop. No score needed. - 2
Score each field
For each of the six fields, does the company match fully, partly or not at all? - 3
Weight what matters most
Industry and problem usually matter more than location. - 4
Add timing separately
A strong fit with no signal goes on a watchlist. A strong fit with a signal gets contacted this week.
Our ICP fit checker does this for you: it scores industry, size and overall match separately, then combines them into one number from 0 to 100.
Common ICP mistakes
- Describing who you want instead of who actually buys. Start from your best 5 customers.
- Too many fields. Six is enough.
- No "not a fit" line, so the list never gets shorter.
- Never updating it. Review it every quarter.
Frequently asked questions
What is an ideal customer profile?
A description of the companies that get the most value from your product and are most likely to buy: industry, size, location, tools, problem and timing.
What should an ICP template include?
Industry, company size, location, the tools they use, the problem you solve, a timing signal and a clear "not a fit" line.
Is an ICP the same as a buyer persona?
No. An ICP describes companies. A buyer persona describes a person inside that company, like a head of sales.
How do I score a company against my ICP?
Check the hard rules first, then score each field and weight the important ones. A tool can do this from one sentence of ICP text.
Can I score companies automatically?
Yes. WorthPitching scores every lookup 0 to 100 against the ICP sentence you write. Plans start at $99 a month with a 7-day trial.
Write your ICP once. Score every company.
Every lookup gets a fit score against your own ideal customer. From $99/month, 7-day trial.
Start 7-day trial