Insight
ICP Is Not a Persona: Enterprise SaaS Misclassification
Clarifies ICP as organization-level deployability criteria rather than persona-level engagement traits.
Key Takeaways
- Valid ICP requires budget ownership, manageable governance, and integration fit.
- Personas describe people; ICP defines organization-level deployment conditions.
- Interest without deployability creates false pipeline signal.
Decision Boundary
ICP definition must filter for structural deployability, not engagement volume.