Overview
ICPs define which companies to target using company-level parameters. By combining parameters with Filter, Score, and Exclude modes, you create sophisticated targeting logic.
Prerequisites: Read Understanding ICPs and Personas to learn parameter modes fundamentals.
How to create a new ICP
Navigate to ICPs & Personas → click Add ICP
Enter ICP Title (e.g., "B2B SaaS Growth Stage")
Add unique Code (e.g., "ICP_SAAS_GROWTH")—cannot be changed after creation
Add Include and/or Exclude parameters
Click Update draft
Pro tip: Use the duplicate button (between edit and delete icons) to copy an existing ICP and modify just a few parameters.
Important: You must add at least one Include parameter with Filter mode before publishing.
Available ICP parameters
Target Market
Business model of target companies.
Values: B2B, B2C, B2B2C, Marketplace
Typical mode: Filter
Industry
Industry keywords matching company descriptions.
Format: Comma-separated keywords (e.g., "SaaS, software, technology")
Typical mode: Score
Company Type
Company structure.
Values: Privately Held, Public, Self-Employed, Non-Profit, Partnership
Typical mode: Filter or Exclude
Headcount Range
Employee count ranges.
Values: Multiple selectable ranges (11-50, 51-200, 201-500, etc.)
Typical mode: Filter for thresholds, Score for flexibility
Country of Headquarter
Headquarters location.
Format: Comma-separated countries
Typical mode: Score to prioritize, Exclude to block
City of Headquarter
Specific city targeting.
Format: City names
Typical mode: Score
Founded Year
Company establishment date.
Format: Year range via slider
Typical mode: Score
Is Verified on LinkedIn
LinkedIn verification status.
Values: Yes/No
Typical mode: Filter
Description Keywords
Keywords in company descriptions.
Format: Comma-separated keywords
Typical mode: Score
Signup Mechanism
How users sign up for their product.
Values: Demo Request, Free Trial, Freemium, Contact Sales
Typical mode: Score
Pricing Model
How companies charge customers.
Values: Subscription, One-time Purchase, Usage-Based, Freemium
Typical mode: Score
GTM Motion
Go-to-market strategy.
Values: PLG, SLG, Hybrid, Community-Led
Typical mode: Score with high weight
Product Category Keywords
Product description keywords.
Format: Comma-separated keywords
Typical mode: Score
Product Features
Specific product capabilities.
Format: Feature keywords
Typical mode: Score
Certifications & Compliance
Required certifications.
Format: Comma-separated (e.g., "SOC 2, ISO 27001, GDPR")
Typical mode: Filter for requirements, Score for preferences
Technologies Used
Tech stack tools.
Format: Comma-separated technology names
Typical mode: Score
Latest Funding Round Type
Funding stage.
Values: Seed, Series A, Series B, Series C, Series D, Series E+
Typical mode: Score
Latest Funding Round Year
When funding was raised.
Format: Year range via slider
Typical mode: Score
Monthly Website Visits
Web traffic volume.
Format: Min and max values
Typical mode: Score
Configuring parameters
Adding Include parameters
Click Add Include
Select parameter
Enter criteria
Choose Mode (Filter or Score)
If Score mode, weight defaults to 10 (can be adjusted)
Save
Example ICP:
Target Market: "B2B" (Filter)
Industry: "SaaS, software" (Score, weight 20)
Headcount Range: "51-200" (Filter)
GTM Motion: "Hybrid" (Score, weight 25)
Latest Funding Round Type: "Series A, Series B" (Score, weight 30)
Adding Exclude parameters
Click Add Exclude
Select parameter
Enter criteria to exclude
Save
Example: Exclude Country "Russia, China, North Korea"
Setting ICP priority
Click Edit Priority
Drag and drop ICPs to reorder (1 = highest priority)
Click Save prioritization
Prospects are assigned to the first ICP they match in priority order.
Publishing and managing ICPs
Publishing
Complete configuration with at least one Filter parameter
Click Publish ICP
Confirm (this also publishes all linked Personas)
Moving to Draft
Open ICP configuration
Click Move to draft
Confirm
Editing Live ICPs
Changes apply immediately to all prospects. System will prompt for confirmation.
Duplicating
Click the duplicate button (between edit and delete icons) to copy an ICP.
Deleting
Click delete icon → confirm. Cannot be undone.
Next steps
Setting up Personas – Configure contact-level targeting
FAQs
How many parameters should I use?
Start with 3-5 key parameters. Most effective ICPs have 5-10 parameters.
Can I use the same parameter multiple times?
No.
Can I change an ICP Code after creation?
No. Codes are permanent identifiers. Choose carefully during setup.
What's the default score weight?
All Score mode parameters default to weight 10. You can adjust as needed.
What happens when I change ICP priority?
All new prospects are re-evaluated and reassigned based on the new priority order.