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Ideal customer profile (ICP)

noun · updated Aug 2026

Definition

Ideal customer profile (ICP) is an ideal customer profile (ICP) describes the firmographic and behavioural traits of exhibitors or sponsors most likely to buy, succeed on the floor, and renew.

ICP focus keeps pipeline quality high when lead volume looks tempting. Define disqualifiers as clearly as ideal traits. Revisit after each edition using retention and ROI evidence, not just closed deals.

Direct answer

An ideal customer profile (ICP) describes the firmographic and behavioural traits of exhibitors or sponsors most likely to buy, succeed on the floor, and renew.

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