Ultimate Guide to Finding the Right ICP for B2B

Your step-by-step guide to finding and focusing on the right B2B customers.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Building a successful B2B strategy isn’t just about having a great product—it’s about reaching the right companies, with the right message, at the right time. That’s where defining your Ideal Customer Profile (ICP) comes in.

Understanding who your best-fit customers are can completely transform the way you approach marketing, sales, and product development.

So, how do you get there?

This B2B ICP Guide is designed to take you through every step, from identifying your ideal customer to mapping out their journey with your brand.

Here’s what you’ll find inside:

A. Identify Core ICP Attributes

Knowing your customer is where it all begins. We’ll walk you through the essential traits to focus on—like industry, growth stage, and specific needs—so you can zero in on the companies most likely to benefit from your product and become long-term partners.

B. Uncover Customer Needs and Pain Points

Every company faces unique challenges, and understanding these allows you to position your product as the solution. Identifying what matters most to your ICP—whether it’s operational efficiency, cost control, or innovation—ensures your messaging speaks directly to their priorities.

C. Map the Customer Journey from Start to Finish

Each stage of your ICP’s journey with your brand is an opportunity to build trust and loyalty.

By optimising each touchpoint—from initial discovery to post-purchase support—the experience stays smooth, valuable, and satisfying, helping turn first-time customers into long-term loyal customers.

Frequently asked questions

What is a Notion template?
A Notion template is any publicly shared page in Notion that can be duplicated. They allow you to duplicate other workflows and systems that you want to use.
How to duplicate a template?
After your purchase, you will receive a template link. Open the link, then click on duplicate on the top right corner, then choose the workspace you'd like to duplicate into. If you're logged out or don't have a Notion account, you'll be prompted to sign in or create one first.
Do I need to pay for Notion to use a template?
No. You will just need a free account plan in Notion to use a template.

Related Templates

MakeMyTrip ICP Template

Customisable template to define key customer profiles for travel platforms
Get this template

Growth Funnel Mapping Tool

Map your customer journey from awareness to conversion with clarity
Get this template

JTBD Guide

Map customer needs with the JTBD framework.
Get this template

Competitor Analysis Template

Gain insights and find your edge with this competitor analysis template.
Get this template

Market Sizing Tool

Identify your total, reachable, and realistic market.
Get this template

User Interview Guide

Gain valuable insights to improve your product with our User Interview Guide.
Get this template

Zepto ICP Template

Define, target, and engage Zepto’s ideal customers with precise, actionable insights.
Get this template

Canva ICP Template

Template to define and prioritise Canva's ICPs.
Get this template

Channel Prioritisation Framework

Prioritise acquisition channels that match your growth stage and business goals.
Get this template

Market Research Guide

Your guide to uncovering market insights and competitor strategies for growth.
Get this template

Razorpay ICP Template

Template to define and prioritise Razorpay's ICPs.
Get this template

Meesho ICP Template

Understand your audience & elevate your marketplace experience
Get this template

CRED ICP Template

Customisable template to map your ideal customers for fintech products
Get this template

BookMyShow ICP Template

Template to define and prioritize BookMyShow’s ICPs.
Get this template

Nykaa ICP Template

Tailored template to identify and prioritize Nykaa’s ICPs.
Get this template

Swiggy ICP Template

Template to define and prioritise Swiggy's ICPs.
Get this template

Ultimate Guide to Finding the Right ICP

Discover the right ICP for your brand and connect with customers who truly fit.
Get this template

ICP Template for Logistics & Supply Chain Management

Your roadmap to finding high-value logistics clients.
Get this template

ICP Template for Media

Customisable ICP template - designed to help your brand attract, engage & retain the right audience
Get this template

ICP Template for Ed Tech

Customisable ICP template to find your ideal EdTech audience
Get this template

ICP Template for Fin Tech

Pinpoint customer needs and tailor your approach in fintech services.
Get this template

ICP Template for SaaS

Build targeted customer profiles for your SaaS product to enhance engagement.
Get this template

ICP Template For Retail

A template to refine and focus on key customer profiles for Retail.
Get this template

ICP Template for FMCG

Build focused customer profiles for better targeting.
Get this template

ICP Template for E-Commerce

Create customer profiles that drive tailored e-commerce strategies.
Get this template

ICP Template for B2B

Define, segment, and reach your perfect B2B clients.
Get this template

ICP Template for B2C

Define and prioritise ideal customer segments for targeted B2C growth.
Get this template

Capitalisation Table

Track ownership stakes with clarity.
Get this template

Prompts for Copywriting

Elevate your copywriting game with ChatGPT for conversions.
Get this template

Prompts for SaaS Marketing

100 ChatGPT prompts to craft a potent SaaS marketing strategy from sratch.
Get this template

RCA Document Template

RCA document template to ensure the reliability and resilience of internet products.
Get this template

GTM Strategy for E-commerce

A blueprint for reaching your target audience and accelerating market adoption.
Get this template

GTM Strategy for B2B

B2B GTM template to create a targeted marketing plan and reach other businesses effectively.
Get this template

GTM Strategy for SaaS

SaaS GTM template provides actionable insights and strategies for marketing your subscription-based software.
Get this template

Marketer Resume Bundle

7 specialized marketer resumes, each finely tuned to match unique niches.
Get this template

Product Manager Resume Bundle

5 specialized product manager resumes, each finely tuned to match unique niches.
Get this template

ChatGPT Prompts for Marketing v2

80+ prompts for social media marketing, email marketing, SEO and more.
Get this template

ChatGPT Prompts for PMs v2

A template to cover all major ChatGPT prompts for documentation and ideation use cases for a PM.
Get this template

Inbound Marketing Tracker

Dashboard to track your inbound marketing campaign and calculate growth rate.
Get this template

Career Page Template

Combine storytelling, visuals, and crisp JDs to attract the best talent.
Get this template

Growth Pm Resume

Professional and high-converting resume to secure your dream job.
Get this template

ChatGPT Prompts For Marketing

Prompts for social media marketing, email marketing, marketing metrics, SEO and more.
Get this template

ChatGPT Prompts for PMs

Level up your product management game with our template and top prompt design tips for ChatGPT.
Get this template

Business Requirement Document

Clear and concise, the Business Requirements Document is a comprehensive guide to ensure the success of any project.
Get this template

Slack Process Document

Streamline your business and achieve success with the ultimate guide to creating process documents, as used by Slack!
Get this template

GrowthX Competitive Analysis Doc

Know your competition, grow your startup - create a winning strategy with a competitive analysis!
Get this template

Spotify’s Product Narrative

Think it, build it, ship it, tweak it: Crafting a compelling product narrative and roadmap for Spotify.
Get this template

Microsoft’s PRD Template

Identify your goals, understand your customers, define features, and measure success.
Get this template

Uber’s PRD Template

Define, design, and deliver products that meet customer needs through a comprehensive, data-driven approach.
Get this template

Airtable’s PRD Template

Airtable product development approach focuses on objectives, assumptions, constraints, and user experience.
Get this template

Amazon’s Press Release

The "working backwards" approach is Amazon's secret sauce to developing successful products.
Get this template

Atlassian’s PRD Template

Building for User: Atlassian PRD Template
Get this template

Coda’s PRD Template

The Coda PRD template is a structured approach for product management.
Get this template

Phone Pe PRD Template

Efficiently plan and execute your product development with PhonePe's PRD template.
Get this template

Figma’s PRD Template

Figma product template for effective problem-solving, goal-setting, and launching your product.
Get this template

Flipkart’s PRD Template

Maximize your product success with Flipkart's PRD template.
Get this template

Razorpay’s PRD Template

Razorpay's proven process for creating successful payment solutions.
Get this template

Product Hunt's PRD Template

Inspired by the product development process used by Product Hunt.
Get this template

Objectives and Key Results Template

A streamlined guide to goal-setting and objective alignment for your company.
Get this template

Intercom’s JTBD Template

A clear and concise guide that prioritizes solving the right problems.
Get this template

Google’s PRD Template

Drawing from the best practices of Google's PRD strategy.
Get this template

Airbnb’s Product Spec Template

Product development guided by audience-focused approach brings you closer to your ultimate goal.
Get this template

Ola's PRD Template

Covering all from pain-points to wireframes, requirements, and team feedback.
Get this template

Asana’s Product Spec Template

Maximize your product development success with our Asana-inspired PRD template.
Get this template

Product Manager Resume

Professional and high-converting resume to secure your dream job.
Get this template

Go to Market Strategy for Ed-tech

GTM strategy template for Ed-Tech startups needed for a successful product launch.
Get this template

Go to Market Strategy for Fintech

GTM template for fintech startups covering all aspects of marketing for successful product launch.
Get this template

Job Description Template

Attract top talent with our professional Growth Manager job description template.
Get this template

Go To Market Template

Our GTM document, created with top marketers for the best outcomes, will help you dominate the industry.
Get this template

Product Specs Template

Unleash the potential of your product, with our industry-leading PRD document.
Get this template

Become a top 1% growth leader

GrowthX is an exclusive community where top founders, leaders and operators come to accelerate their careers and companies.

Become a member