Your ICP is wrong.
I know because you can't answer these questions.
Last week, a founder with €12M ARR told me his ICP was "B2B SaaS companies."
That's not an ICP.
That's a wish.
If I audited your company tomorrow, I wouldn't look at your personas.
I'd look at your P&L and your CRM.
Here are the 3 areas I audit to find the truth:
1. Your Winners
I'd ignore your biggest customers.
I'd find your best customers: the ones who pay on time, expand yearly, and never churn.
Then I'd ask:
Who upgrades without a sales call? Why them?
What painful event happened in their business right before they signed up?
What's the one thing they have in common that is NOT a demographic?
2. Your Losers
I'd pull your last 20 lost deals.
I'd analyze your last 20 churned customers.
Then I'd ask:
What's the one objection that kills you every single time? ("Too expensive" is a symptom, not the cause).
What is the pattern in your churn? Same industry? Same company size?
What is the ONE thing that separates your wins from your losses?
3. Your Blind Spots
I'd look at where your market is going, not where it is today.
Then I'd ask:
When did you last update your ICP? Is it the same one from your Series A deck?
What do your competitors' best customers look like?
If you had to 10x your price tomorrow, who is the only customer that would still buy?
Most founders can't answer these questions.
They have "target markets" and "user personas."
They don't have commercial clarity.
Your ICP isn't a demographic.
It's the description of a company in acute pain that only you can solve.
If you can't write that in one sentence, you're burning money on the wrong customers, building features for people who'll never buy, and competing in markets you'll never win.
The truth is:
Your ICP isn't who you want to sell to.
It's who desperately needs what only you have.
Find them or die trying.