A few days ago, I sat for an hour with Dmytro Krasun.
He built a Screenshot API SaaS from 0 to $24k/month, solo. But it wasn't always that easy.
When he started, he tried to sell to everyone. He thought "if I target any developers, I will sell more."
But he realized that he was actually selling to no one.
That's when he read about "ICP".
What Is ICP?
ICP = Ideal Customer Profile.
Sounds simple, right?
But here's what most founders get wrong (including Dmytro for 2 years):
They think ICP means creating the "perfect customer" in their head.
But what actually works is to find real people, with a real problem, that your product solve.
When Dmytro understood that, he stopped selling to everyone.
Instead, he started looking at his REAL customers. The ones who:
Paid consistently
Never complained
Actually loved the product
Then he found the patterns:
“Small software companies (around 5 people) with a couple of marketers and engineers who needed screenshots for their product but didn't want to spend engineering time building it themselves”.
Not a persona. A real type of person he could name and describe.
The Shift: Write for ONE Person
Once Dmytro knew his real ICP, everything changed:
His landing page
His blog posts
His social media posts
The result?
When the right person lands on his page, they think: "Wow, this was built for ME."
"But Won't I Lose Customers?"
This is the counterintuitive part.
Dmytro's landing page says "Screenshot API for developers."
Super niche. So he was afraid to lost potential customers because of it.
But the opposite happened: Marketers, PMs, and no-code builders still sign up.
Why?
Because when you're hyper-specific, people trust you're really good at that thing.
Plus, other people who relate to your target customer will also feel seen, even if they're not exactly the same.
How to Find Your ICP (Dmytro's Method):
Step 1: Look at your best customers
Who pays the most?
Who never churns?
Who's easiest to support?
Step 2: Find the patterns
Company size
Their role
Their workflow
Problems they had before you
Step 3: Call them: find their pain points, understand their struggles.
Step 4: Make all your marketing about them, no one else. Write everything for them.
Dmytro's Advice:
"Pick someone. Even if it's the wrong ICP, just bet on something."
"You need to write something on your landing page that resonates with someone. If it doesn't work, change it. But targeting 'everyone' will take you 10x longer to figure out."
What Changes When You Get This Right:
- Your messaging gets crystal clear
- Your landing page converts better
- Your content resonates with your ICP
- You attract the right customers
- Support gets easier
You make more money, with less problem.
The Full Conversation with Dmytro:
In the podcast, Dmytro also breaks down:
His exact SEO strategy (50-60% of revenue from organic)
Why he links to competitors in his blog posts
The mental price of building in public
And the question: "Am I just lazy for not chasing more?"
See you in a few days for Tibo Makers Podcast 👀
Florian