ICP Mapping | Ideal Customer Profile for Geospatial & Enterprise SaaS
How to map and document ideal customer profiles for geospatial and enterprise SaaS: segments, firmographics, buying committees, and prioritization.
Why ICP Mapping Matters
Focused Targeting
Teams stop chasing every possible account and concentrate on segments where the problem, urgency, and budget actually exist.
Buying Committee Clarity
Clear ICPs surface who the economic buyer, champion, and influencers are, reducing wasted cycles and misaligned conversations.
Better Conversion
When ICPs are defined by real jobs and pain points, messaging resonates earlier and deals move faster.
Team Alignment
Marketing, sales, and leadership operate from the same definitions, priorities, and proof points.
ICP Mapping Framework
Four steps. One line each. No to-do list—just what each step is.
Segment Identification
2–3 segments by job-to-be-done. Where you can win and have proof—market size, fit, geography.
ICP Criteria
Who fits: company size, industry, tech stack. Urgency and buying signals. Budget and authority.
Buying Committee & Decision
Who decides, who influences, how buying happens. Champion, economic buyer, evaluators, blockers.
Documentation & Activation
One-pager per segment. Account lists, messaging, handoff to sales. 2–3 ICPs max; review quarterly.
What Goes Into a Strong ICP
Each ICP should be built around a clear job-to-be-done, observable urgency, and proof that fits. These elements make targeting, messaging, and execution easier—not harder.
Job-to-be-done
Who urgently needs a specific capability to accomplish their core work.
What they need
The capability in one clear, outcome-focused sentence.
Urgency signals
Observable triggers that indicate when the need becomes immediate—discoverable before the first call.
The who
Organizations, org size, and roles involved in buying and influence.
Core pain points
Repeated, specific pains tied directly to the job-to-be-done.
Desired outcomes
What success looks like from the buyer's perspective.
Value proposition
Why this is hard to solve internally or with alternatives, and what changes after adoption.
Proof and references
Relevant projects, customers, or examples that mirror the ICP's context.
When an ICP Is Ready to Use
An ICP is valid when it makes targeting, messaging, and execution easier. If it doesn't, it shouldn't exist—ICPs are operational constraints, not marketing artifacts.
- You can name 50+ real accounts that fit.
- Urgency is discoverable before the first call.
- Messaging is distinct from your other ICPs.
- Proof exists and aligns with this segment.
- Sales can explain it in under 30 seconds.
Ready to Map Your ICPs?
We'll help you define and document ideal customer profiles so marketing and sales focus on the right accounts.
Book a strategy call