Build an ICP that aligns your sales and marketing—so you stop chasing the wrong accounts and start closing the right ones.
“It’s critical to focus somewhere, or you won’t win anywhere.”
The ICP is a subset of the Total Addressable Market - TAM. It is the accounts most likely to buy, convert, and succeed with your product. It sits above your tiering model and defines who’s worth targeting in the first place.
Tips for using this builder:
Click the 3 dots on the top right of this page - scroll to “Duplicate” to make you own version.
Build in collaboration with the sales team.
Core firmographics is the key place to start. It is highly recommended to review accounts on the list you build and ask if these are accounts you want to send to sales (and ask sales too).
Do not start with using look-a-likes. Filters are better for accuracy.
Consider the size of the ICP. Is it big enough to support your business goals? It’s key to balance focus (so you have enough resources to support marketing to the ICP) with setting yourself up for success (enough accounts will become new logos to hit the goal).
Use the AI support section as much or as little as you like!