What are the three key principles for creating an effective Ideal Customer Profile (ICP)?

The first principle is targeting a market segment with urgent problems where you're 10x better than competition. This segment should have the budget to solve their problem and be underserved by existing solutions, creating your differentiation opportunity. The second principle involves leveraging revenue data to inform and refine your ICP. By analyzing your wins and losses, you can identify patterns that strengthen your profile. The third principle is actively tracking your ICP through go-to-market motions, monitoring leads and opportunities to determine if they match your ICP criteria, which enables you to measure performance and refine your approach over time.