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Ideal customer profile

Choose a provisional customer segment using the workflow, evidence and constraints you can support.

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Make it yours.

Start with what you know. Leave the rest open until you have evidence.

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Who is this segment?

Name the organization type, workflow and constraint that make it distinct. Mark assumptions as inferred.

Example

Small agencies transferring active clients between account managers; frequency of transfers is unknown.

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What can your product do for them today?

List the supported task, required inputs and missing capabilities. Separate demonstrated behavior from plans.

Example

A shared handoff checklist is available; automated CRM import is not. A redacted checklist is needed to try it.

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How do they handle this now?

Record a recent instance, the current workaround and any cost or frustration actually reported.

Example

Interview note A describes a shared document. Time lost and error frequency have not been measured.

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What might make the problem timely?

Name an observable event. A plausible trigger is not proof of intent to buy.

Example

An upcoming account-owner change may make an interview relevant; present buying intent is unknown.

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Who uses, sponsors and buys it?

Keep roles separate. Include a suitable access path and permission needed; leave unconfirmed roles unknown.

Example

User: account manager. Sponsor: operations lead, unconfirmed. Buyer: unknown. An existing contact may introduce us.

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What evidence supports or challenges this?

Keep source or note references, dates and exact findings. Label observed, reported, inferred or unknown.

Example

Note A, [date], reported: a handoff was missed. Contrary finding: their current checklist usually works well.

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Who should you exclude for now?

Name conditions that make this segment a poor fit for the current product, even if they express interest.

Example

Teams with no ownership transfers, or a mandatory integration the current product cannot support.

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What will you check next?

Choose research next, hold or exclude. Add one event-based question, a finding that would change your mind, an owner and a review date.

Example

Research next. Ask: Walk me through your last two client transfers. Reconsider if handoffs are rare. Owner/date: [add].

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