Building a good ICP
Industries, company size, roles, signals — and why narrower is better.
Your Ideal Customer Profile drives lead scoring, research and personalization.
- Start narrow: 1–3 industries, a realistic company-size range and 3–5 job titles.
- Add buying signals (hiring sales roles, funding, expansion) and negative signals (hiring freeze, competitor just signed).
- Keep several ICPs if you sell to distinct segments; each campaign targets one ICP.
Scores are transparent: open a lead to see which rules matched. You can adjust rule weights in Settings → Scoring rules.
Was this article helpful?
Need a personal answer?
Write to our team: we reply by email.
Contact supportHave an account? Find these guides inside the app. Open in the app