Ideal Customer Persona Profile (ICPP)

Definition

It is a description of the individuals within your Ideal Customer Company Profile (ICCP) who are the most likely to buy and/or benefit from your product: demographics, typical roles, characterization, Job-to-be-done, likely buying role, etc. It is defined by analyzing your current customer base and is used to focus your sales and marketing activities on the most likely buyers.

Note: Top-of-funnel messaging should be focused on the Champion. Other roles are relevant only after sales conversations.

Example of ICPP

Persona	Description / Profiling Typical roles and characterization	Task-at-hand What their priorities look like	Pain The current top-of-mind problem in performing the task at hand	Likely buying role (assumed, until product-market-fit) Decision Maker, Budget Holder, Champion, Influencer
Data Guardian Gary	This persona encapsulates an individual who is an employee of a public or private corporation in any role, dealing with sensitive data like confidential information or intellectual property, and is deeply concerned with its protection, especially when communicating inside and outside the organization. Gary represents employees who prioritize data security and are actively engaged in efforts to safeguard the company's information assets.	Share confidential communication while protecting them from prying eyes.	Mainstream data-protection solutions require you to share your data with (and trust) the security provider	Champion
Business leader	Responsible for running a profitable business and minimizing risks. Typical job titles: • CEO, COO, CFO	Minimize costs and risk for the firm. Maintain a competitive advantage.		Budget Holder / Decision Maker
Security officer	Responsible for ensuring security for the firm and for their customers. Typical job titles: • In enterprise: CISO, Chief Security Officer (careful with “CSO”) • In SMB: CISO, Chief Security Officer (careful with “CSO”), CIO, CTO	Comply to policies and regulations. Minimize risks and incidents. Minimize cost of security.		In enterprise: Decision Maker In SMB: Influencer
Security consultant	Specialists at consultancy firms providing outsourced services to businesses.			Influencer

Definition

Note: Top-of-funnel messaging should be focused on the Champion. Other roles are relevant only after sales conversations.

Example of ICPP

Persona	Description / Profiling Typical roles and characterization	Task-at-hand What their priorities look like	Pain The current top-of-mind problem in performing the task at hand	Likely buying role (assumed, until product-market-fit) Decision Maker, Budget Holder, Champion, Influencer
Data Guardian Gary	This persona encapsulates an individual who is an employee of a public or private corporation in any role, dealing with sensitive data like confidential information or intellectual property, and is deeply concerned with its protection, especially when communicating inside and outside the organization. Gary represents employees who prioritize data security and are actively engaged in efforts to safeguard the company's information assets.	Share confidential communication while protecting them from prying eyes.	Mainstream data-protection solutions require you to share your data with (and trust) the security provider	Champion
Business leader	Responsible for running a profitable business and minimizing risks. Typical job titles: • CEO, COO, CFO	Minimize costs and risk for the firm. Maintain a competitive advantage.		Budget Holder / Decision Maker
Security officer	Responsible for ensuring security for the firm and for their customers. Typical job titles: • In enterprise: CISO, Chief Security Officer (careful with “CSO”) • In SMB: CISO, Chief Security Officer (careful with “CSO”), CIO, CTO	Comply to policies and regulations. Minimize risks and incidents. Minimize cost of security.		In enterprise: Decision Maker In SMB: Influencer
Security consultant	Specialists at consultancy firms providing outsourced services to businesses.			Influencer