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Ideal Customer Profiles (ICPs)

Complete guide to creating and implementing ICPs.

ICPs define the types of companies most likely to buy from you. While personas target individuals, ICPs target organizations.

Why ICPs Matter in RevvedUp

  • AI Matching: Every company is automatically scored against your ICPs

  • Lead Prioritization: Focus on companies with highest fit scores

  • Campaign Targeting: Build lists based on ICP criteria

  • CRM Sync: ICP match, fit score and reasonsing sync to your CRM

  • Performance Tracking: Measure conversion by ICP type

  • Messaging: Content changes based on the messaging you provide

ICP vs Persona

ICPs

Personas

Companies

People

Industry & size

Job titles

Revenue & growth

Personal goals

Tech stack

Pain points

Accessing ICPs

  1. Go to Settings in the left sidebar

  2. Click ICPs under CONTENT SETTINGS

  3. Click Add ICP to create new

ICP Fields

Core Matching Criteria

These determine which companies match this ICP:

  • Name: Descriptive identifier (e.g., "Series B SaaS 50-500 employees")

  • Industry: Specific sectors (e.g., "B2B SaaS, FinTech")

  • Company Size: Employee count or revenue ranges

  • Geography: Countries, regions, or cities

  • Additional Information: Anything else you want AI to consider when doing the matching

Creating an ICP

  1. Navigate to Settings → ICPs

  2. Click Add ICP

  3. Enter ICP details:

    • Name: Make it specific (e.g., "Growth Stage B2B SaaS")

    • Industry: Be precise (avoid generic terms)

    • Size: Use ranges (50-500 employees, $5M-$50M revenue)

    • Geography: List target locations

    • Messaging: How AI should adjust based on communication levels

    • Additional Information: Anything else for AI to consider

  4. Save

Managing ICPs

Archive an ICP

  • Click Edit on the ICP

  • Click Archive button

  • ICP remains but won't be used for new matches

Delete an ICP

  • Click Edit on the ICP

  • Click Delete button

  • Permanently removes the ICP

  • Must not be assigned to any companies to delete

Link to Personas

  1. Edit the ICP

  2. Find "Personas" section

  3. Add personas typically found at these companies

  4. Helps AI better determine when to use the various ICPs and Personas

How AI Uses ICPs

Automatic Matching

  • Analyzes company data from multiple sources

  • Scores against all active ICPs

  • Assigns best match with confidence

  • Provides match reasoning

Best Practices

  1. Start with Winners: Analyze your best customers first

  2. Be Specific: "Series B SaaS 50-500 employees" not "Tech companies"

  3. Use Real Data: Base on actual customer analysis

  4. Limit to 3-5: Too many ICPs dilute focus

  5. Update Quarterly: Markets and products evolve

  6. Include Negatives: Define who's NOT a good fit

Troubleshooting

Poor Match Quality

  • Issue: Companies matching wrong ICPs

  • Solution: Make criteria more specific, especially industry. Add examples.

  • Example: Use "B2B SaaS" not "Software"

Related Features

PreviousSeller ProfilesNextPersonas

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