An ideal customer profile, also referred to as the buyer persona, is a hypothetical description of the type of company that would most value your software, have the most efficient sales cycle, the higher customer retention and expansion rates and the highest number of evangelists for your brand. You define the ideal customer profile using firmographics, some of which include: (1) product fit, i.e. they have a problem that your software solves; (2) size, either in revenue, budget; # of employees, # of locations, etc.; (4) sector, i.e. industry vertical; and (4) location;