Frequently asked questions
How is a buyer persona different from an ICP?
ICP describes the company; persona describes the person. "Series C B2B SaaS" is ICP. "VP RevOps with 3+ years tenure and a team of 5 to 15" is persona. Both filters matter; missing either over-broadens the targeting.
How many personas should one product have?
For most B2B products: 2 to 4. One primary buyer (the person who signs), one or two influencers (the daily users), and possibly a blocker (security, procurement). More than 5 usually means the product is unfocused.
What goes into a good persona definition?
Title and seniority, function, day-to-day metrics they are judged on, what they currently use, and their typical objection. The last two matter most because they shape the message.
How often should personas be revisited?
Annually for stable categories; quarterly when the buyer is shifting (e.g., a new role like GTM engineer entering the market). Personas that haven't been touched in 2 years are usually misaligned with the current buyer.
Does Landbase use personas in scoring?
Yes. Every Landbase contact is scored against a persona definition. Off-persona contacts at on-ICP accounts are deprioritized, which keeps SDR queues focused on the people most likely to actually buy.
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