Alright, let’s be real: most SaaS companies think they know their ICP. But when you ask for details, you get:

• “We sell to tech companies that need automation.”

• “Our customers are B2B startups that want to scale.”

• “Anyone who wants better [insert generic problem here].”

Sound familiar? That’s not an ICP. That’s just wishful thinking.

If you’re serious about hypergrowth, you need a data-driven ICP and buyer persona. And not just a vague idea of who you think should buy from you. Let’s break it down.

Wait… What’s the Difference Between an ICP and a Buyer Persona?

A lot of people mix these up, but they’re not the same.

ICP (Ideal Customer Profile) = The type of company you targetThink of your ICP as the company-level criteria that define your best-fit customer.

• Industry (e.g., FinTech, SaaS, Healthcare)

• Company size (e.g., 50 to 500 employees)

• Revenue range (e.g., $10M to $100M ARR)

• Tech stack (e.g., HubSpot, Salesforce, Slack)

• Growth stage (e.g., Series A to C, post-product-market fit)

Buyer Persona = The individual decision-maker you sell toThis is the person inside the company who makes the buying call.

• Job title and role (e.g., VP of Sales, Head of RevOps)

• Goals and KPIs (e.g., “Increase pipeline velocity by 20%”)

• Biggest pain points (e.g., “Struggling with forecasting accuracy”)

• Buying triggers (e.g., “Just raised a Series B, needs to scale fast”)

• Where they hang out (e.g., LinkedIn, podcasts, Slack communities)

Think of it this way:

"Your ICP tells you where to hunt. Your buyer persona tells you who to talk to."

How to Build a Data-Driven ICP (No Guessing)

Step 1: Analyze Your Best Customers

Start by looking at:

• High LTV accounts

• Fast-closing deals

• Customers who expand or refer

• Accounts with low churn

Then look for patterns:

• Are they in the same industry?

• Do they use the same tools?

• Are they at a similar stage of growth?

Step 2: Validate With Market Data Gut instinct is fine, but you need data.

Use:

• LinkedIn Sales Navigator to spot trends in titles and verticals

• Software review platforms to identify recurring pain points

• Crunchbase or PitchBook to find companies that are growing

This helps confirm that your ICP aligns with what the market is doing now.

How to Build a Buyer Persona That’s Actually Useful

Step 1: Talk to Real Buyers

Interview current customers AND also those who didn’t buy.

Ask:

• “What problem were you trying to solve when you found us?”

• “What almost stopped you from moving forward?”

• “What helped you decide?”

• “Who else was involved?”

Record and transcribe these calls. Patterns will surface over time.

Step 2: Watch Buyer Behavior 

Intent signals are everywhere. Track:

• Who’s reading your emails or visiting your site

• What pages they spend time on

• Which accounts show signs of change (new hires, funding, expansion)

Tools like Clearbit, 6sense, and Bombora can help you prioritize these high-intent accounts. If your ideal customer profile isn’t showing signs of change (funding, hiring, product launches), they’re probably not buying soon.

STRATEQS' Perspective: Stop Guessing, Start Targeting

If your GTM is built on vague personas and overgeneralized ICPs, you're burning time and pipeline.

The best SaaS teams:

• Know exactly which companies fit

• Understand what drives their buyers

• Use that clarity to sharpen targeting and accelerate conversion

Let’s Build a Targeting Strategy That Actually Converts

On our first strategy call, we’ll:

• Audit your current ICP and personas

• Identify the patterns in your best deals

• Build a smarter targeting model that attracts high-intent buyers

Stop guessing. Start scaling.

👉 [Book Your Strategy Session Now]