Ideal Customer Profile

The precise definition of the customer type a company is best positioned to serve — by role, company size, industry, pain level, and readiness to buy. Staying faithful to ICP discipline, even under growth pressure, is a key factor in durable ARR expansion. DigitalOcean is a case study: $500M+ ARR at 37% growth by staying firmly SMB/developer-focused rather than chasing enterprise. Nailing a niche ICP inside a large market can overcome the raw scale of dominant incumbents (AWS, Google, Microsoft).

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