Resources · Guide · Go-to-market strategyThe ICP Kit: define your ideal customer in one sitting
Your ideal customer profile is the one decision every other go-to-market decision depends on: ads, outbound, pricing, and partnerships all aim at whoever you define here. This is the method we run at the start of every engagement, in three parts you can finish in one sitting. The ICP comes first, then the buyer personas inside it, then the core messaging that speaks to them.
The ICP Kit is the method we run at the start of every engagement, broken into three parts you can complete in one sitting. Part one defines your ideal customer profile across six attributes, plus the acceptable and unacceptable customers next to it. Part two builds the buyer personas inside that profile: the champion, the decision maker, and the blocker. Part three turns the profile and personas into core messaging, from promised outcomes to tone of voice. A scorecard at the end rates any new lead against what you have built in under a minute.
Key takeaways
- An ICP is the one customer type you would pick if you could only sell to one.
- Six attributes define it; the kit gives you a worksheet for each.
- Buyer personas live inside the ICP, not next to it.
- Core messaging comes last, once the profile and personas are fixed.
What is inside
- What is an ICP, and why does it come first?
- What are the six attributes of an ICP?
- Who are the buyer personas inside the ICP?
- What goes into the core messaging?
- How do you run the kit in one sitting?
The full text is in the PDF. Fill in the form to open it.
Where the facts in this piece come from
FAQs about The ICP Kit: define your ideal customer in one sitting
1. Is the ICP Kit free?
Yes. Fill in the form and the PDF opens on the page and lands in your inbox.
2. How long does the kit take?
One sitting. The three worksheets are built to be done in an afternoon, in order.
3. Do I need Corvan to use it?
No. It is the same kit we use at the start of an engagement, and it works on its own.
About Corvan
Corvan is go-to-market services and software that get businesses more clients: go-to-market consultation, ad operations, AI search ranking, and Corvan Agents, which write in your voice. Every piece under Resources is written by the team that runs the work, with sources. Meet the team on the team page.