25 Questions To Create Your Ideal Customer Profile

Hey all, Recently I talked to a couple of SaaS founders & they all faced a common issue - How to efficiently create their ICP. So I constructed a list of 25 questions, separated into 5 categories: WHAT, WHY, WHO, WHERE, WHEN. Here are the questions that you can answer in order to help you build your ICP: WHAT 1. What is their industry or niche? 2. What are their main pain points? 3. What are their primary goals and objectives? 4. What are their budget constrains? 5. What are their competitors' strengths and weaknesses? WHY 1. Why do they need your SaaS solution, and what specific benefits does it provide? 2. Why is your SaaS solution better than your competition in the market, and what sets it apart? 3. Why should they choose your SaaS solution over your competitors? 4. Why do they usually hesitate to adopt new SaaS solutions, and how can you address these concerns? 5. Why do they trust your competitors at the moment? WHO 1. Who is their main end user? 2. Who are their main competitors? 3. Who are the decision-makers within the customer organization, and what factors influence their decision-making process? 4. Who are the customers' customers, and how can your SaaS solution help them provide better service to their own customers? 5. Who are the "black sheep" or the outliers in your target market who may not fit the typical customer profile, but who could benefit from your SaaS solution in unique ways? WHERE 1. Where do their customers typically go for information and resources related to their industry? 2. Where does your SaaS solution fit within their existing tech stack, and how can you make the integration as seamless as possible? 3. Where are they located geographically? 4. Where can you reach them most effectively (e.g. social media, email, industry events)? 5. Where can they provide you with the feedback? WHEN 1. When are they most likely to encounter the pain points that your SaaS solution addresses? 2. When are they most likely to commit to your SaaS solution? 3. When are they experiencing key decision-making moments where your SaaS solution can make the biggest impact? 4. When do they typically experience a spike in demand for your SaaS solution? 5. When do they typically see the first results from your SaaS solution in order to justify the investment? Would love to hear your thoughts & if you think this could help you get a step further towards your ICP!