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tags: Week 2, H3, M5
---
# ICP and IBP
In this section we want to cover two basic, very important concepts: ICP and ICB.

In short:

- **Your ideal customer profile** (ICP) is a description of the type of **company** you should try to sell to
- **Your buyer persona** (IBP) is a detailed analysis of the **people** within that company who buy from you

ICPs and IBPs are different, but linked. You could have an ICP that has a few IBP's that your marketing team creates content for, and your sales team is confident speaking to.

As an example we can use Solar Boost, a B2B company that provides solar panel installations Below, you can see their ICP and the buyer personas that they have defined:


 
## Why are ICP's and IBP's important?
Creating your ICP is the first thing you do - before anything else.

**Why? Because it ensures you're targeting the companies your product provides the most value for, and therefore are more likely to convert!**

For salespeople, it doesn't make sense to spend time on leads that won’t close because they simply can’t; because of their company size, revenue, or other predetermined factors. ICP's help you prioritize accounts that are a good fit.

Once you've done this, you can use your buyer personas to determine whom and how to sell to individual buyers within these organizations.

Let's dive a little deeper into each one in the following lessons.
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