It seems that Ideal Customer Profile (ICP) is somewhat important if you want to succeed in selling your product (even though some do quite well without it). Having read quite a few articles on the topic, I am left wondering how to actually operationalize your ICPs. It seems no one is discussing that part. I am therefore wondering if anyone on HN has any sort of experience in that area and is willing to share some insights? :-) I am assuming there is more to it than just adding attributes and data to an excel sheet, and then having people look at it from time to time.

Note: It can be tools, processes, etc.