---
title: "An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile"
description: "Learn why defining your startup's Ideal Customer Profile (ICP) isn't enough - discover 3 critical criteria for creating actionable ICPs that drive qualified B2B sales leads."
categories: ["startups","sales"]
keywords: ["Theory Ventures","ideal customer profile","ICP","venture capital","B2B sales leads","customer segmentation","startup marketing","Tomasz Tunguz","buyer persona","sales strategy"]
ai_summary: "Discover three essential criteria for creating actionable Ideal Customer Profiles that enhance B2B sales effectiveness."
date: 2026-04-28
lastmod: 2026-07-31
canonical_url: https://www.tomtunguz.com/icp-identification/
author: "Tomasz Tunguz"
---