How do I build an ideal customer profile?

Start from your best existing customers and look for shared patterns — industry, employee band, revenue, funding stage, tech stack, geography, and the buyer titles who actually sign. Document those in a shared ICP brief the whole team prospects against.

Make it specific enough to act on. "Mid-market SaaS" is a hunch; "B2B SaaS, 50–200 staff, Series A–C, using HubSpot, headquartered in the UK or US, selling to RevOps" is an ICP you can build a list against. A tighter ICP lifts reply rates and meeting quality, so spend more time here than feels necessary.