ICP Definition template
Define your ideal customer profiles with hard constraints.
Download ICP Definition as Excel or CSV, free.
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Worked example
5 filled rows showing the level of detail that makes this inventory useful — from one fictional mid-market B2B SaaS company, so the examples across the library describe a single coherent operation. The download keeps these on a separate sheet, so the one you fill in starts empty.
| Industry | Sub-industry | Company Size | Revenue Band | Geography | Buyer Title | Pain Points | Budget Range | Disqualifiers |
|---|---|---|---|---|---|---|---|---|
| B2B SaaS | MarTech / RevTech | 50–200 employees | $10M–$50M ARR | North America, UK | VP Revenue Operations | Forecast is unreliable because pipeline data is entered inconsistently | $40K–$120K/yr | No dedicated ops headcount; fewer than 10 sellers |
| Professional Services | Management consulting | 100–500 employees | $25M–$100M | North America | COO | Utilisation and pipeline live in separate systems that disagree | $60K–$150K/yr | Project accounting is the real need, not RevOps |
| Financial Services | Wealth management (RIA) | 20–150 employees | $5M–$40M | North America | Head of Growth | Household and account relationships cannot be modelled in a flat CRM | $30K–$90K/yr | Requires on-premise hosting |
| Healthcare Technology | Provider SaaS | 100–400 employees | $20M–$80M | North America | VP Sales Operations | Long procurement cycles are invisible in a stage-based pipeline | $50K–$120K/yr | PHI in the CRM without a BAA in place |
| Manufacturing | Industrial equipment | 200–1000 employees | $50M–$250M | North America, DACH | Director of Commercial Ops | Dealer and direct revenue cannot be reported together | $40K–$100K/yr | ERP replacement is the actual project |
What's in it — 9 columns
The full schema is below, so you can see exactly what you're getting before you download it — or rebuild it by hand if you'd rather.
| Column | Input | Allowed values / hint |
|---|---|---|
| Industry | Text | e.g. B2B SaaS |
| Sub-industry | Text | e.g. MarTech |
| Company Size | Text | e.g. 50-200 employees |
| Revenue Band | Text | e.g. $5M-$50M |
| Geography | Text | e.g. North America |
| Buyer Title | Text | e.g. VP Revenue Ops |
| Pain Points | Text | Primary pain |
| Budget Range | Text | e.g. $20K-$100K/yr |
| Disqualifiers | Text | What excludes them? |
LEARN HOW TO FILL IT IN
This schema comes from Ideal Customer Profile in RevOps Audit, where the same table is an interactive tool that saves your work and exports into the full audit workbook.
See the course