Dear GTM Strategist!
You are probably familiar with the Ideal Customer Profile (ICP)—the concept of your perfect customer, who has deep pockets and is just waiting for your product to ship.
The problem is that we don’t live in an ideal world. There is a road to your ICP; the shortest one is taking a deep dive into your early customers first.
Ever since my Go-to-Market Strategist book launched in November, the concept of Early Customer Profile (ECP) has been a hot topic on LinkedIn, in Q&A sections of online events, and many other content creators have provided their takes on the concepts. ❤️
If you google “Early Customer Profile”, you will be disappointed. Even though ECP quickly won the hearts and minds of readers, there is little to no actionable literature on “Early Customers”. It is easy to grasp that before “ideal”, there is something else, but mental models of how to choose the right bets, actionable tools, a…
