The success of a demand generation engine depends on the many parts that make it run. In this episode, we focus on the first step to building your engine – the ideal customer profile.

An ideal customer profile is different than a buyer persona. It defines companies that are the best fit for your products and services. It focuses on key characteristics of an organization, major buying triggers and other things that indicate they are an ideal fit for your solution. 

If you’ve done your homework and created a good one, you’ll know exactly what type of companies are the best fit for your products and services. You can then use that information to create content that is highly relevant to this audience and attracts the right buyers to your
solutions.

[00:00] Show intro

[00:23] Welcome and intro to today’s topic

[00:54] What is an ideal customer profile?

[02:30] Buyer persona vs. ideal customer profile

[06:25] What goes into an ideal customer profile?

[08:08] The steps to creating an ideal customer profile

[16:26] How far should you narrow down your target?

[20:50] How to use your ideal customer profile

[29:46] Leverage your ideal customer profile when developing your story for the market

[32:24] Key points from the episode

[32:53] Outro

The Demand Gen Fix is hosted by Deanna Shimota, CEO of GrowthMode Marketing. Listen to our team of marketing experts and featured guests drop knowledge on how HR tech companies can maximize the success of their marketing for today’s B2B prospects. Learn more at www.growthmodemarketing.com.