# Ideal Customer Profile (ICP) Template

> A fillable worksheet for defining firmographic, technographic, and behavioral fit criteria before reps ever qualify a lead: so qualification starts from a documented standard, not gut feel.

Free template for sales leaders. Topic: [Discovery & Qualification](https://www.peerlab.ai/library/topic/discovery-qualification/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/ideal-customer-profile-icp-template/

## How to use it

Complete every field with your leadership team, validate it against your last 20 closed-won deals, then hand the Tier 1/Tier 2/Out-of-ICP definitions to marketing and SDRs as the standard for lead scoring.

## What's inside

- Firmographic fields: industry, company size, revenue band, geography, growth stage
- Technographic fields: required stack, integration dependencies, disqualifying tech
- Behavioral/trigger fields: buying triggers, existing tool pain signals, content engagement patterns
- Organizational fields: typical buying committee, economic buyer title, average deal size and cycle length
- Anti-ICP section, explicit disqualifiers
- Tiering section: Tier 1 (best-fit) vs. Tier 2 (workable) vs. out-of-ICP
- Validation step: cross-check against your last 20 closed-won deals

Fill in every field before this ICP is used to score inbound leads.

## Firmographic
- Target industries: _______________
- Company size (employees): _______________
- Revenue band: _______________
- Geography served: _______________
- Growth stage (startup / scaling / mature): _______________

## Technographic
- Required existing tools/stack: _______________
- Key integration dependencies: _______________
- Disqualifying tech (incompatible or competitive lock-in): _______________

## Behavioral / trigger signals
- Buying triggers that predict fit (e.g., recent funding, new leadership hire, compliance deadline): _______________
- Pain signals from their current tools (e.g., manual workaround visible in job postings, public complaints): _______________
- Content engagement pattern of a good-fit lead (pages, assets, time-to-convert): _______________

## Organizational
- Typical buying committee (roles/titles involved): _______________
- Economic buyer title: _______________
- Average deal size for this ICP: _______________
- Average sales cycle length: _______________

## Anti-ICP (explicit disqualifiers)
- Company size below: _______________
- Industries excluded: _______________
- Geography not served: _______________
- Any other hard disqualifier (e.g., no budget authority reachable, incompatible procurement process): _______________

## Tiering
- **Tier 1 (best-fit):** matches all firmographic + technographic + at least one trigger signal.
- **Tier 2 (workable):** matches firmographic but missing a trigger or technographic fit.
- **Out-of-ICP:** fails 2+ firmographic criteria or hits an anti-ICP disqualifier.

## Validation step
Pull your last 20 closed-won deals. What percentage match this ICP as written? If fewer than 70% match, the ICP is miscalibrated, revise firmographic bands before rolling this out to the qualification scoring model.