# Ideal Customer Profiles (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:

{% embed url="<https://drive.google.com/file/d/15124yAheqnj63_iZnxpl4sSEFiuO4mAU/view?usp=sharing>" %}

### 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](https://docs.revvedup.ai/ai-features-how-it-works/research/icp-matching)
* **Lead Prioritization:** Focus on companies with highest fit scores
* **Campaign Targeting:** Build lists based on ICP criteria in [Campaigns](https://docs.revvedup.ai/campaigns/campaigns-overview)
* **CRM Sync:** ICP match, fit score and reasoning sync to your CRM via [CRM Field Mapping](https://docs.revvedup.ai/integrations/crm/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

1. Navigate to **GTM Playbook** in the left sidebar
2. Click **ICPs**
3. 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.](https://docs.revvedup.ai/gtm-playbook/personas)<br>

<figure><img src="https://2041424742-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2FqbJJeiVXuyURYU9WIXFN%2Fuploads%2F1SyiwKmaDLrInvEm5z2i%2Funknown.png?alt=media&#x26;token=0692718a-6cd7-4728-8ab3-508ef4eddefa" alt=""><figcaption></figcaption></figure>

<figure><img src="https://2041424742-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2FqbJJeiVXuyURYU9WIXFN%2Fuploads%2FlbkrUvMKKZP1OQTzV27N%2Funknown.png?alt=media&#x26;token=68d2d184-aeaa-47cf-8a3d-a8a5212d7248" alt=""><figcaption></figcaption></figure>

### Creating an ICP

1. Navigate to **GTM Playbook** in the left sidebar
2. Click **ICPs**
3. Click **Add ICP**
4. 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](https://docs.revvedup.ai/gtm-playbook/personas) - Individual decision-makers
* [Seller Profiles](https://docs.revvedup.ai/gtm-playbook/seller-profiles) - Your company positioning
* [Resources](https://docs.revvedup.ai/gtm-playbook/resources) - Supporting content
* [Campaign Settings](https://docs.revvedup.ai/campaigns/campaign-settings) - ICP-based targeting

### AI Features

* [ICP Matching](https://docs.revvedup.ai/ai-features-how-it-works/research/icp-matching) - How AI matches companies to ICPs
* [Contact Scoring](https://docs.revvedup.ai/contacts/scoring) - See ICP scores on contact records
* [Contact View](https://docs.revvedup.ai/contacts/contact-view) - View ICP match details for each prospect