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A terrace of lit shopfronts along a wet street at dusk, one window glowing magenta among the warm ones.

Ideal customer profile

Hyper works out which companies buy from you, then goes and finds more of them.

Hyper studies the customers you already serve well, works out what they have in common and uses the pattern to build your target list. Hyper then approaches those companies for you and passes the replies to your sales team.

Run the playbook

01

Hyper starts with your best customers

Hyper looks at the customers you serve well and make money on. A large customer your team struggles to serve teaches the wrong lesson.

  • Include delivery fit
  • Include realised customer value
  • Include relationship quality
02

Hyper finds what your best customers share

Hyper looks past industry and company size to what your best customers actually have in common, such as the software they run, how they operate and who inside the business owns the problem you solve.

  • Compare strong and weak accounts
  • Identify conditions present before purchase
  • Separate correlation from a usable selection rule
03

Write firm boundaries

Define mandatory conditions, disqualifiers and signals that raise priority. A profile without exclusions becomes permission to target anybody.

  • Write the mandatory fit
  • Write the disqualifiers
  • Rank the live triggers
04

Test the profile against accounts

Score a mixed sample, compare reviewer decisions and rewrite ambiguous criteria before the profile reaches a campaign.

  • Include obvious fits and awkward edge cases
  • Record disagreements
  • Rewrite the criterion rather than averaging the scores
05

Revise from market evidence

Connect replies, meetings, losses and delivery experience to the original account decision. Change a criterion when a repeatable pattern appears.

  • Tag the selection evidence
  • Compare response by criterion
  • Change one rule per review cycle

Before Hyper approaches anyone

01

Every criterion is observable

A reviewer identifies the evidence required to include, exclude or prioritise an account.

02

The profile predicts value

The criteria explain why the customer gains from the offer, beyond superficial resemblance.

03

Edge cases reach the same verdict

Reviewer disagreement exposes vague language before vague language reaches the market.

Buyer questions

Answers for the decision in front of you.

What belongs in an ideal customer profile?

Include commercial fit, operating conditions, live triggers, accountable ownership and explicit disqualifiers. Each criterion needs observable evidence.

How does an ICP differ from a buyer persona?

The ideal customer profile defines the company. The buyer profile defines the person responsible for the problem inside that company.

When should an ICP change?

Revise the profile when campaign response, sales conversations or delivery experience reveal a repeatable pattern tied to a selection criterion.

Next useful question

See how Hyper finds fitResearch the selected accountSee the researched account become a campaign

Start with the market

See which buyers your business should be speaking to next.

Find my ideal customers