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.
See it in action in the video here:
Why ICPs Matter in RevvedUp
Seller Profile: Links to a seller profile to better match your leads and messaging
AI Matching: Every company is automatically scored against your ICPs via ICP Matching
Lead Prioritization: Focus on companies with highest fit scores
Campaign Targeting: Build lists based on ICP criteria in Campaigns
CRM Sync: ICP match, fit score and reasoning sync to your CRM via CRM Field Mapping
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
Navigate to GTM Playbook in the left sidebar
Click ICPs
Click Add ICP to create a new one
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
Messaging: Key messages that resonate with this ICP
Additional Information: Anything else you want AI to consider when doing the matching
Seller Profile and Personas: It is important to link the desired Seller Profiles and Personas with your ICP so that the AI creates generated content that is personalized to the lead taking into consideration all of the brand foundations. For more information on Personas click here.
Creating an ICP
Navigate to GTM Playbook in the left sidebar
Click ICPs
Click Add ICP
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
Example: what are their goals and challenges
Additional Information: Anything else for AI to consider
Save by clicking “Add ICP”or “Save Changes” when editing an ICP.
Once created, click into the ICP to link it to the Seller Profile and Persona.
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 Seller Profiles and Personas
Edit the ICP
Find "Personas" section
Add personas typically found at these companies
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
Start with Winners: Analyze your best customers first
Be Specific: "Series B SaaS 50-500 employees" not "Tech companies"
Use Real Data: Base on actual customer analysis
Limit to 3-5: Too many ICPs dilute focus
Update Quarterly: Markets and products evolve
Include Negatives: Define who's NOT a good fit
Link to a seller profile: for better quality content matching
Troubleshooting
Poor Match Quality
Issue: Companies matching wrong ICPs
Solution: Make criteria more specific, especially industry. Make sure that it is connected to a seller profile. Add examples.
Example: Use "B2B SaaS" not "Software"
Related Features
Personas - Individual decision-makers
Seller Profiles - Your company positioning
Resources - Supporting content
Campaign Settings - ICP-based targeting
AI Features
ICP Matching - How AI matches companies to ICPs
Contact Scoring - See ICP scores on contact records
Contact View - View ICP match details for each prospect
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