Every 90 days we review our ideal customer profiles to update them for what has changed with our clients.
For us an ideal customer is someone who values the products and services that we provide and they have the ability to purchase them at prices that we can afford to deliver them. Ideally (pun intended) we have a win-win that is profitable for both parties in the arrangement.
For each ideal customer profile that we have we want to understand the segment they are in, how we can find them, who within their organization usually works with us, and what their typical acquisition process is. By knowing who they are we can then profile them to understand the jobs to be done that they want to hire us for, how we should price the products and services that we will deliver to them, and what the journey is that they will take with us to achieve the outcomes that they want.
Everything that we have learned about ideal customer profiles has predominantly come from the generous knowledge sharing of Lincoln Murphy in his book and on his web site. Check out his great post on ideal customer profiles here.