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How to Build an Ideal Client Profile (ICP) for your technology solutions in Middle East and Africa?

Updated: Aug 20, 2022

A lot of technology companies have fallen into the trap of trying to generate customers without doing a proper prior work of identifying their ideal customer profiles. This is an approach that is doomed to fail. If you build a business without a proper understanding of your client, you will be constantly frustrated by the lack of results.

Also, if the customer profiles that are built are vague summaries, not actionable, and difficult to share internally, then this won’t lead to any result neither. This blog will give you an idea on how to build an ideal client profile for your technology solutions in Middle East and Africa.


How to Build an Ideal Client Profile (ICP)

What is an ICP Ideal Client Profile?


In order to grow your business, it's important to narrow your focus. This might be easier said than done, but with an ideal client profile, you can do just that. An ideal client profile is a detailed assessment of the perfect client for your products and services. This assessment is then translated into different attributes that can be used to define your ideal client profile. Some of those attributes are:

  • Industry

  • Revenue

  • # of employees

  • Job title

  • Technology used

  • Location

  • Funding

  • Pain points

  • Value proposition hypothesis

  • Strategic goals

It's important to have the right level of details and granularity. If you go too detailed in terms of attributes, you will take the risk of missing an important part of your target market. On the other hand, if you do not provide enough details, your icp sales and marketing efforts will not achieve the expected results.


How to build your ICP?


The first step in building your Ideal Client Profile (ICP) is to start with your existing customers. Your internal database can tell you a lot about common characteristics of your customers (industry, location…). You will then want to engage with those customers to get more details about them, their pain points, what they want from you,...

Although, existing customers can be a great source of information, most likely this wouldn't be enough to fully define your ICP. You will need to do a lot of research. You will want to speak to market experts, run a Icp market research, do A/B testing...

There is no magic formula to build your ideal customer profile. It will require a lot of analysis, research, tests... The good news is that once you get it right, this can take your business to completely new heights.


We hope you enjoyed our blog article on how to build an ideal client profile for your technology solutions in the Middle East and Africa. At Tech Sales Funnel, we want to make sure that you are able to build an ICP that will help you find and focus on the right clients. That's why we have developed our onboarding form to assist you on such effort. If you have any questions or would like to learn more, please let us know.

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