Eight Components of an Ideal Customer Profile
When constructing an ideal customer profile, marketers should include information about the ideal customer’s business needs, firmographics, behaviors, and any additional data that correlates with strong sales outcomes and customer experiences. As a starting point, your ideal customer profile should include the following eight components.
Industry
Does your SaaS business sell to a wide audience of users across multiple industries, or is your solution focused on addressing the needs and pain points of a specific industry?
Location
Does your business provide service to a defined geographical area? Are there any locations or regions where your product or service is unavailable? Does it make sense to focus your marketing efforts on a specific country or region?
Round of Funding
Does your target customer have the cash available to purchase and implement your solution? Are they in a growth stage where your solution makes sense as an investment?
Number of Employees
How many employees does your ideal customer have working for them? How does the size of the firm impact their readiness, willingness, or ability to purchase your products?
Revenue
How much revenue does your ideal customer generate on a monthly or annual basis? At what level of revenue generation would it make sense for your ideal customer to purchase your solution? How does generating revenue exacerbate or relieve the pain points driving the customer’s business need for your solution?
Decision Makers
How many decision-makers at a prospect organization would need to be involved in a decision to purchase your SaaS solution?
Business Objectives
What are the core business objectives of your ideal customer? How does your solution help them achieve those objectives?
Product Attributes
What other products or services are your ideal customers using as part of their daily operations? How does your product integrate with their existing workflows and technology stack?