A structured template to help Marketing, Sales, and RevOps define their highest-value customer types, using firmographic and behavioural characteristics.
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Why do ICPs matter?
Having a details description of your ICPs helps you identify the most valuable customers, improves campaign precision, sales qualification, and marketing ROI.
Start by listing your top 10–20 existing customers (e.g. highest revenue, longest retention, easiest to work with).
Define companies you do NOT want to target (e.g., too small, wrong industry, unprofitable, poor tech fit).
CRM field blueprint template
Lifecycle stage definitions matrix and behaviour event map
Customer journey mapping canvas
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