Here are the different factors of a target customer profile and their description. Not all of them will be relevant to a company. So, choose the ones that matter to you and feel free to add more.
There are two levels of factors in B2B, the company and decision-maker level:
At the company level, the factors dictate the characteristics of the ideal customer company. Here are a few of them:
- Country – the country or region (e.g: Germany, UK, EU)
- Company size – the range of employees (e.g.: 11-50, 51-200)
- Industry – the industry or market (e.g.: Marketing, Computer Software)
The decision-maker level’s factors define the ideal profile of the target people in a company. Here are a few of them:
- Age range – the age or generation (e.g.: 35+, generation Y)
- Experience – the length they have been at their job position (e.g.: six months, 25 years)
- Seniority – their position in the hierarchy of the company (e.g.: CxO, CEO, Salesperson)
- Gender – their gender (e.g.: Male or Female)
- Department – the department that they work in (e.g.: General Management, Sales)
Base your ideal customer profile factors’ on your highest revenue-generating customers. If you decided to go after new markets, then you will need to explore them first and then set the ideal customer profile.
An example of a customer profile
Here is an example of an ideal target customer profile at the company and decision-maker level:
You ideal customer at the company level is a business with 11 to 50 employees, its headquarters are in the UK, and their industry is software solutions for SaaS B2B businesses.
At the decision-maker level, you want people in the business development or sales department, that are high seniority, and are males 40 or older that have been at least three years in their current position.