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Free tool · ICP
Is your ideal customer profile actually specific enough?
Most ICPs describe tens of thousands of companies. You can work a couple of hundred in a quarter. Mazo scores yours — Sharp, Fuzzy, Too broad or Too narrow — estimates how many companies it really describes, names the layer that is missing, and rewrites it so you can build the list from it.
ICP Clarity Scorecard
Free · No account needed · About 20 seconds
Scoring your ICP — about 20 seconds…
How it works
- Paste your ICP as you actually describe it. The version you would say on a call, not the one on the pitch deck.
- Get a verdict and a number. Sharp, Fuzzy, Too broad or Too narrow, plus an estimate of how many companies it really describes.
- Unlock the rewrite. A one-sentence filterable ICP, the literal search filters to build the list, and who to disqualify.
Mazo's rule of thumb: an ICP you cannot filter on is not an ICP. If a clause cannot be turned into a search filter, a directory category or a trigger event, it is a description rather than a target list. "B2B SaaS, 10-200 employees" is demographics; the behavioural trait that made your best customers buy fast is the actual segment.
Go deeper on ICP
Your ICP decides your positioning, your channel and your price. Start from the ICP definition and worked example, or copy the ICP worksheet into your own doc. With fewer than 10 customers, pair this with the first 10 customers plan.
FAQ
How specific should a B2B SaaS ICP be?
Specific enough that the same pitch repeats, and narrow enough that you can name the accounts. A practical test: if you cannot build the list from your ICP in a single search — a filter set, a directory, a marketplace category, a funding database — it is still too vague to sell against.
How do I define my ICP if I only have a few customers?
With fewer than about 10 customers there is no pattern yet, so the ICP is a hypothesis and should be labelled one. Derive it from the customers who closed fastest and retained best, look for what they share beyond demographics, and go and test it rather than defending it.
What is the difference between an ICP and a buyer persona?
The ICP is the company you sell to — industry, size, situation, trigger. The persona is the person inside it who feels the pain and signs. The ICP comes first: a persona only makes sense once you know which companies you are targeting.
What does a broad ICP actually cost me?
Time, and message quality. A broad ICP produces a list too large to research, so outreach turns generic, reply rates fall, and founders conclude the channel does not work when the targeting was the real problem.
Your ICP is the first domino
Get the ICP right and positioning, pricing and channel all follow. Mazo works through the four with you, builds the 90-day plan, and checks every week whether it is landing.
Start 14-day free trial Read the go-to-market strategy guide →Mazo's tools apply published frameworks credited to their authors; Mazo is not affiliated with or endorsed by them. Results are generated by AI from your answers — use them as a starting point, not a guarantee.