{"id":21708,"date":"2025-04-24T12:29:19","date_gmt":"2025-04-24T10:29:19","guid":{"rendered":"https:\/\/usersnap.com\/blog\/?p=21708"},"modified":"2025-06-25T08:45:17","modified_gmt":"2025-06-25T06:45:17","slug":"ideal-customer-profile-icp-leah-tharin","status":"publish","type":"post","link":"https:\/\/usersnap.com\/blog\/ideal-customer-profile-icp-leah-tharin\/","title":{"rendered":"How to Create a B2B Ideal Customer Profile (ICP) with Examples of Research from Leah Tharin"},"content":{"rendered":"\n<p>Imagine fishing without bait. You might get lucky, but most of the time, you\u2019ll be staring at the water, hoping for something to bite&#8230;<\/p>\n\n\n\n<p>That\u2019s what B2B marketing and product development looks like without a well-defined Ideal Customer Profile (ICP): directionless, inefficient, and expensive.<\/p>\n\n\n\n<p>To help you stop casting wide nets and start reeling in the right-fit customers, we sat down with <strong>Leah Tharin<\/strong>, product growth strategist, hands-on operator, and LinkedIn voice with over 100k followers. Leah has helped shape go-to-market and product strategies across SaaS, agencies, and DTC brands, and in this article, she shares her battle-tested ICP process.<\/p>\n\n\n\n<!--more-->\n\n\n\n<p>This isn\u2019t a theoretical lecture. It\u2019s a <strong>field manual<\/strong> packed with ICP templates, interview tricks, survey examples, and research pro tips you can put to work today.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>TL;DR: What You\u2019ll Learn<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What an ICP is (and how it differs from personas and segments)<\/li>\n\n\n\n<li>Why you need one to grow your product or GTM motion efficiently<\/li>\n\n\n\n<li>How to build your ICP using Leah Tharin\u2019s proven steps<\/li>\n\n\n\n<li>The most common mistakes teams make with ICPs<\/li>\n\n\n\n<li>Real examples from SaaS, agency, and eCommerce use cases<\/li>\n\n\n\n<li>Free templates from Usersnap to get started fast<\/li>\n<\/ul>\n\n\n<div class=\"acf-cta\" style=\"background-image: url(https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/02\/Group-1000004194.svg); width: 100%;\"><h2>Try Usersnap for Product Discovery<\/h2><a href=\"https:\/\/usersnap.com\/signup\" class=\"cta-button\">Try Usersnap Now<\/a><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What Is an ICP (Ideal Customer Profile)?<\/strong><\/h2>\n\n\n\n<p>An <strong>ICP<\/strong> is the blueprint of your most valuable customer type. It goes beyond surface-level details to define the organizations and people who extract the most value from your product\u2014and help your business grow as a result.<\/p>\n\n\n\n<p><strong>ICP vs. Buyer Persona vs. Target Market<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" width=\"1024\" height=\"538\" src=\"https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/04\/Leah-Tharin-infographic-web-1-1024x538.png\" alt=\"\" class=\"wp-image-21759\" srcset=\"https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/04\/Leah-Tharin-infographic-web-1-1024x538.png 1024w, https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/04\/Leah-Tharin-infographic-web-1-300x158.png 300w, https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/04\/Leah-Tharin-infographic-web-1.png 1200w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p><strong>Leah\u2019s take:<\/strong> <em>&#8220;Your ideal customers don\u2019t just share a title. They share use cases, behavior, and motivation. That\u2019s what drives conversions.&#8221;<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Leah Tharin\u2019s Step-by-Step Guide: How-To ICP Process<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Step 1: Find Interviewees That Reveal Patterns<\/strong><\/h3>\n\n\n\n<p>Don\u2019t rely on firmographics alone. Look for your most successful, long-term users who deeply engage with your product.<\/p>\n\n\n\n<p><strong>What to look for:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Customers with 12+ months of retention<\/li>\n\n\n\n<li>Above-average spend or usage<\/li>\n\n\n\n<li>Decision-makers <em>and<\/em> power users<\/li>\n\n\n\n<li>Expanding users within accounts<\/li>\n\n\n\n<li>Willingness to share honest feedback<\/li>\n<\/ul>\n\n\n\n<p><strong>Bonus Tip:<\/strong> Use a <strong>Warm-up Survey<\/strong> (template below) to pre-screen and schedule interviews quickly.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Step 2: Mix Quantitative + Qualitative Data<\/strong><\/h3>\n\n\n\n<p><strong>Firmographics:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Company size, revenue, tech stack<\/li>\n\n\n\n<li>Industry, region, ARR<\/li>\n<\/ul>\n\n\n\n<p><strong>Qualitative Data:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pain points and unmet needs<\/li>\n\n\n\n<li>Triggers that drove the buying decision<\/li>\n\n\n\n<li>Reasons they came to you<\/li>\n\n\n\n<li>Internal processes and team dynamics<\/li>\n\n\n\n<li>Emotional context: &#8220;why now?&#8221; Why is it urgent\/critical?<\/li>\n\n\n\n<li>Why did you choose us over competitors?<\/li>\n<\/ul>\n\n\n\n<p><strong>Leah says:<\/strong> <em>&#8220;Asking for job titles and budgets only scratches the surface. You need to understand their shift in mindset.&#8221;<\/em><\/p>\n\n\n<div class=\"acf-cta\" style=\"background-image: url(https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/02\/Group-1000004194.svg); width: 100%;\"><h2>Try Usersnap for Product Discovery<\/h2><a href=\"https:\/\/usersnap.com\/signup\" class=\"cta-button\">Try Usersnap Now<\/a><\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Step 3: Run Interviews That Go Deep<\/strong><\/h3>\n\n\n\n<p>Surface-level questions give you shallow answers.<\/p>\n\n\n\n<p><strong>Instead of asking:<\/strong> <em>&#8220;What problem are you solving?&#8221;<\/em><\/p>\n\n\n\n<p><strong>Ask:<\/strong> <em>&#8220;Tell me about the moment you realized you needed something like this.&#8221;<\/em><\/p>\n\n\n\n<p>Other powerful prompts:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>&#8220;What were you using before? Why wasn\u2019t it working?&#8221;<\/em><\/li>\n\n\n\n<li><em>&#8220;When things go right with our tool, how does your workday change?&#8221;<\/em><\/li>\n\n\n\n<li><em>&#8220;What nearly stopped you from buying?&#8221;<\/em><\/li>\n<\/ul>\n\n\n\n<p><strong>Use ideally:<\/strong> <a href=\"https:\/\/usersnap.com\/templates\/schedule-user-interview\">Usersnap&#8217;s Schedule Interview Template<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Step 4: Use Pro Techniques to Get Richer Insights<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ask open-ended, storytelling-driven questions<\/li>\n\n\n\n<li>Always follow up: <em>&#8220;Can you give an example?&#8221;<\/em><\/li>\n\n\n\n<li>Listen for tone, energy shifts, and hesitation<\/li>\n\n\n\n<li>Document patterns across interviews in a shared space<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Real ICP Examples from Leah\u2019s Projects<\/strong><\/h2>\n\n\n\n<p>Use these as templates or inspiration:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>1. B2B SaaS Tool (Project Management)<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Company Size: 50\u2013500 employees<\/li>\n\n\n\n<li>Pain Point: Disconnected product + dev workflows<\/li>\n\n\n\n<li>Decision Makers: Head of Product, CTO<\/li>\n\n\n\n<li>Trigger: Growth causing team chaos<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>2. Digital Marketing Agency<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Business: $1M\u2013$10M revenue agencies<\/li>\n\n\n\n<li>Pain Point: Manual performance reporting<\/li>\n\n\n\n<li>Decision Makers: Founder, Strategy Lead<\/li>\n\n\n\n<li>Trigger: Client demand for real-time dashboards<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>3. DTC Subscription Brand<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Revenue: $500k+ MRR<\/li>\n\n\n\n<li>Pain Point: Personalization fatigue + churn<\/li>\n\n\n\n<li>Decision Makers: Head of Growth, CEO<\/li>\n\n\n\n<li>Trigger: Need to improve LTV fast<\/li>\n<\/ul>\n\n\n<div class=\"acf-cta\" style=\"background-image: url(https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/02\/Group-1000004194.svg); width: 100%;\"><h2>Try Usersnap for Product Discovery<\/h2><a href=\"https:\/\/usersnap.com\/signup\" class=\"cta-button\">Try Usersnap Now<\/a><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>How to Keep Your ICP Fresh (and Real)<\/strong><\/h2>\n\n\n\n<p>Treat your ICP like a living, breathing document.<\/p>\n\n\n\n<p><strong>Revisit it every 6\u201312 months<\/strong> or when:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Product strategy pivots<\/li>\n\n\n\n<li>GTM strategy changes<\/li>\n\n\n\n<li>New features open new markets<\/li>\n<\/ul>\n\n\n\n<p>Use a <strong>Continuous Validation Survey<\/strong> and ongoing interviews with your power users to stay aligned with your evolving market.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Want More from Leah?<\/strong><\/h2>\n\n\n\n<p>Follow <a href=\"https:\/\/www.linkedin.com\/in\/leahtharin\/?originalSubdomain=ch\">Leah Tharin on LinkedIn<\/a> for weekly insights on product growth, strategic bets, and customer research.<\/p>\n\n\n\n<p>Or book her for a hands-on workshop if you want help building your ICP from scratch.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Final Thoughts: This Is Your Blueprint<\/strong><\/h2>\n\n\n\n<p>ICP research is not just about better targeting. It\u2019s how you:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Build products people stick with<\/li>\n\n\n\n<li>Sharpen messaging that resonates<\/li>\n\n\n\n<li>Prioritize features with real impact<\/li>\n\n\n\n<li>Shorten sales cycles<\/li>\n<\/ul>\n\n\n\n<p>Use this framework to find your next 100 best customers and build for <em>them<\/em>.<\/p>\n\n\n\n<p><strong>Watch the full interview with Leah and Usersnap\u2019s CEO Shannon Vettes<\/strong> to see this playbook in action.<\/p>\n\n\n\n<p>Want to hear Leah go deeper on the biggest mistakes teams make, and how to actually run interviews that drive product growth?<\/p>\n\n\n\n<p>Here\u2019s a sneak peek of what she covered:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>What are the most common mistakes B2B SaaS teams make when defining their ICP?<\/li>\n\n\n\n<li>How can a structured approach help teams avoid those missteps?<\/li>\n\n\n\n<li>How does understanding your ICP influence product development and feature design?<\/li>\n\n\n\n<li>What are your tips for running user interviews and capturing actionable insights?<\/li>\n\n\n\n<li>Can you share an example where ICP research directly impacted revenue or growth?<\/li>\n\n\n\n<li>What are the very first steps teams should take to define their ICP the right way?<\/li>\n<\/ol>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Leah Tharin on Ideal Customer Profile Research: How to use ICP (Templates on Usersnap)\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/1wZcZYNCqwo?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Imagine fishing without bait. You might get lucky, but most of the time, you\u2019ll be staring at the water, hoping for something to bite&#8230; That\u2019s what B2B marketing and product development looks like without a well-defined Ideal Customer Profile (ICP): directionless, inefficient, and expensive. To help you stop casting wide nets and start reeling in [&hellip;]<\/p>\n","protected":false},"author":80,"featured_media":21758,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":true,"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[1204],"tags":[],"class_list":["post-21708","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pdlc"],"acf":[],"featured_image_src":"https:\/\/usersnap.com\/blog\/wp-content\/uploads\/2025\/04\/How-to-Create-a-B2B-Ideal-Customer-Profile-ICP-with-Examples-of-Research-from-Leah-Tharin-2.png","author_info":{"display_name":"Tomas Prochazka","author_link":"https:\/\/usersnap.com\/blog\/author\/tpro\/"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Create a B2B Ideal Customer Profile (ICP) with Examples of Research from Leah Tharin - Usersnap Blog<\/title>\n<meta name=\"description\" content=\"Learn how to create a powerful B2B Ideal Customer Profile (ICP) with real-world research insights from Leah Tharin. 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