Overview
Records is where all prospects appear after being analyzed by your Signals and filtered through your ICP and Persona criteria. This includes qualified prospects (matching your ICPs/Personas) and those marked "Not ICP" or "Not qualified."
Signals aggregate at both the person and company level, giving you a complete view of engagement history and prospect quality.
Records has two tabs:
People – Individual contacts with their engagement data
Companies – Company-level aggregation showing all engaged people at each organization
Understanding Engagement Stages
Engagement Stages help you prioritize outreach based on signal strength and intent level:
A-Stage (Hot) Multiple 1st party signals warrant maximum channel deployment.
B-Stage (Warm) Single 1st party signals support multi-channel approaches.
C-Stage (In-Market) 2nd/3rd party signals suggest selective channel usage.
D-Stage (Cool) Minimal signals require conservative channel investment.
E-Stage (Cold) No signals mean inbound-only or light outbound approaches.
Understanding scores
ICP Score (0-100)
The system takes your configured ICP parameters (with their individual score weights) and normalizes them to a 0-100 scale.
Higher scores = Better fit based on your weighted parameters
Lower scores = Fewer matches or lower-weight parameter matches
"Not ICP" = Doesn't meet Filter mode requirements (automatically disqualified)
Example: If you set Industry (weight 20), GTM Motion (weight 25), and Funding (weight 30), a company matching all three scores 75, while one matching only Industry scores 20.
Persona Score (0-100)
The system takes your configured Persona parameters (with their individual score weights) and normalizes them to a 0-100 scale.
Higher scores = Better fit based on your weighted parameters
Lower scores = Fewer matches or lower-weight parameter matches
"Not qualified" = Doesn't meet Filter mode requirements (automatically disqualified)
Note: A score of 0-100 means the prospect still qualifies—they met Filter requirements but scored lower on Score mode parameters. "Not ICP" or "Not qualified" means they were disqualified by Filter requirements.
Navigating Records
Opening individual records
Click on any row in the People or Companies table to open that record's detail page.
Sorting
Click on column headers to sort data (ascending first click, descending second click):
ICP Code
ICP Score
Persona Code
Persona Score
Signals
Engagement Score
Filtering
Use filters at the top to narrow your view:
People tab filters:
Search for people (name search)
ICP Code (filter by specific ICP)
Source (filter by signal type)
Identified Date (date range)
Companies tab filters:
Search for company (company name)
Has ICPs? (Yes/No)
Engaged People (minimum number)
Tracked Date (date range)
Click Clear all to reset filters.
Viewing sources
Click on Source link in any record to view the original signal source (LinkedIn profile, post, etc.).
Accessing LinkedIn and websites
On individual record pages:
Click LinkedIn to view the person's LinkedIn profile
Click Website to visit the company website
People tab
Shows individual prospects who have triggered Signals.
Columns:
Full Name – Person's name (click to open detail page)
ICP Code – Which ICP this person's company matched ("ICP 1," "Not ICP," etc.)
ICP Score – Company fit score (0-100, or "Not ICP")
Persona Code – Which Personas matched ("Founders," "Not qualified," etc.)
Persona Score – Person fit score (0-100, or "Not qualified")
Signals – Number of signals triggered
Engagement Score – Engagement stage (A-E)
Source – Which Signal(s) captured this person
Companies tab
Shows company-level aggregation with all engaged people from each organization.
Columns:
Company – Company name with website link
ICP Code – Which ICP matched
ICP Score – Company fit score (0-100, or "Not ICP")
Engaged People – Total people from this company with signals
ICP Found – Number of different ICPs matched
Engagement Score – Company-level engagement stage (A-E)
Signals – Total signals across all people at this company
Source – Which Signals identified this company
Person detail page
Profile information:
Headline
Address
Connections (LinkedIn)
Followers (LinkedIn)
Total Experience
In Current Position
Current Position Skills
Signal history table:
Event Date – When signal triggered
Source – Which Signal (with link to original source)
Persona Code – Which Persona matched
Persona Score – Score for that event
Company – Company at time of signal
ICP Code – Which ICP matched
ICP Score – Company fit at that time
Engagement Score – Stage for that signal
Company detail page
Company information:
Industries
Company Type
Address
Founded in
Size
Description
Signal history table:
Shows all signals from all people at this company:
Event Date
Source
ICP Code / ICP Score
People (which person triggered signal)
Persona Code / Persona Score
Engagement Score
Exporting and sending Records
Send Records to webhook:
Click Send Records
Records stream to your configured outbound webhook
[How to set up outbound webhooks]
Export current view:
Apply filters to show desired records
Click Export current view
Choose CSV format
Click Download export
Export all records:
Click Export all records
System generates export
Click Download export when ready
Export individual records:
On any detail page, click Export all records for [Name] to export that record's full history.
FAQs
How do I open a specific record?
Click on any row in the People or Companies table.
How do I sort Records?
Click sortable column headers: ICP Code, ICP Score, Persona Code, Persona Score, Signals, or Engagement Score. Click once for ascending, again for descending.
What does "Not ICP" mean?
Company didn't meet your ICP Filter mode requirements. They were automatically disqualified regardless of Score mode parameters.
What does "Not qualified" mean?
Person didn't meet your Persona Filter mode requirements. Their company matches your ICP, but they don't meet the required Persona criteria.
What's the difference between a score of 20 and "Not ICP"?
Score of 20: Company qualified (met all Filter requirements) but scored low on Score mode parameters.
"Not ICP": Company was disqualified by Filter mode requirements and never scored.
How are scores calculated?
Your configured parameter weights are normalized to a 0-100 scale. If you set parameters with total possible weight of 75, a company matching all scores 100. One matching half scores 50.
Can one person appear multiple times?
No. Each person appears once, but their signal history shows all events over time.
Why do records have multiple ICP codes in history?
Records can be re-evaluated. If company data changes or you update ICPs, they might match different ICPs on subsequent signals.
How often are Records updated?
Real-time as new Signals trigger.
What's the difference between People and Companies Engagement Score?
People: Individual engagement based on that person's signals
Companies: Aggregated engagement across all people at that company
Can I delete Records?
Records reflect actual signals. Contact support to manage specific records.
How do I send Records to my CRM?
Use Send Records to stream via webhook, or export CSV and import manually. [How to set up outbound webhooks]
What's the difference between A-Stage and B-Stage?
A-Stage: Multiple 1st party signals (viewed profile AND liked post) = highest intent
B-Stage: Single 1st party signal (only viewed profile) = moderate intent