Glossary Scaling Up

Core Customer

Also known as: Ideal Customer Profile, ICP

In Scaling Up, the precise definition of the customer the business is built to serve. Specific enough that you can name companies or people who fit. Vague core customer definitions correlate with vague positioning and stalled growth.

Related terms

One-Page Strategic Plan (OPSP)

Scaling Up's flagship planning tool — the entire company strategy on one page across columns for the BHAG, 3-5 year goals, 1-ye...

Scaling Up

Verne Harnish's growth framework, evolved from the Rockefeller Habits. Built around 4 Decisions: People, Strategy, Execution, C...

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