ICPs

An ICP, or Ideal Customer Profile, describes the companies that are the best fit for your business. In 1eyeᴬᴵ, ICPs are not just notes in your Knowledge Base. They power how 1eyeᴬᴵ evaluates signals, sources companies, builds target lists, and helps your team decide which businesses are worth pursuing.

A clear ICP helps 1eyeᴬᴵ separate real target companies from noise.

Why ICPs are critical

Every business needs a clear ICP.

Without an ICP, your team may know that companies are visiting, clicking, replying, or engaging, but you will not know which companies are actually worth attention.

For example, a website visitor is not automatically a good target company. A LinkedIn engagement is not automatically a good account. A reply is not automatically a real opportunity.

The important question is:

Is this company the kind of business we should pursue

Is this company the kind of business we should pursue

Is this company the kind of business we should pursue

That is what an ICP helps answer.

Why 1eyeᴬᴵ relies on ICPs

1eyeᴬᴵ uses ICPs as the company-level strategy layer across your GTM workflow.

ICPs help 1eyeᴬᴵ understand:

1. Which companies are a good fit

2. Which companies should be prioritized

3. Which companies should be ignored

4. Which companies should be added to target lists

5. Which companies should be sourced

6. Which companies should be enriched

7. Which companies should move into campaigns

Signals tell 1eyeᴬᴵ that activity happened.

ICPs tell 1eyeᴬᴵ whether that activity came from a company that matters.

What an ICP contains

An ICP describes a target company segment.

A good ICP may include:

1. Company type

2. Industry

3. Business model

4. Company size

5. Geography

6. Revenue range when relevant

7. Growth stage

8. Use case

9. Pain points

10. Buying triggers

11. Technologies used when relevant

12. Examples of companies that fit

For example:

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and need better account intelligence, enrichment, routing, and GTM workflow automation

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and need better account intelligence, enrichment, routing, and GTM workflow automation

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and need better account intelligence, enrichment, routing, and GTM workflow automation

That is much stronger than:

Software companies

Software companies

Software companies

Where to find ICPs

You can find ICPs in the Knowledge Base.

1. Open your 1eyeᴬᴵ workspace

2. Go to Knowledge Base

3. Select the ICPs tab

4. Review the ICPs created for your workspace

5. Open an ICP to view details, description, examples, and related companies

The ICPs tab shows the company segments 1eyeᴬᴵ uses to evaluate and source target companies.

What you can see in the ICPs tab

The ICPs table may include:

1. ICP name

2. Short name

3. Description

4. Created by

5. Created date

6. Updated date

When you open an ICP, you may see:

1. Name

2. Short name

3. Description

4. Example companies

5. Created date

6. Updated date

Example:

ICP name

The ICP name should clearly describe the target company segment.

Good ICP names are specific and easy to understand.

Examples:

1. B2B SaaS Companies

2. Data Infrastructure Companies

3. AI-Native GTM Companies

4. Enterprise Sales Organizations

5. Revenue Operations Teams

6. Multi-Location Healthcare Groups

7. Hospitality Groups

8. Private Schools

9. Wellness Centers

Avoid names that are too broad.

Weak ICP names:

Tech
Companies
Business
Enterprise

Tech
Companies
Business
Enterprise

Tech
Companies
Business
Enterprise

Better ICP names:

B2B SaaS Companies
Enterprise Sales Organizations
Private Recovery Centers
Hospitality Groups

B2B SaaS Companies
Enterprise Sales Organizations
Private Recovery Centers
Hospitality Groups

B2B SaaS Companies
Enterprise Sales Organizations
Private Recovery Centers
Hospitality Groups

ICP short name

The short name is a compact label used in the product.

Short names help ICPs appear cleanly in badges, tables, filters, and signal views.

Examples:

Use short names that are clear enough for your team to recognize quickly.

ICP description

The description is the most important part of the ICP.

1eyeᴬᴵ uses the ICP description to understand what kinds of companies should match.

A strong ICP description should explain:

1. What the companies do

2. Why they are a fit

3. What problems they have

4. What use cases matter

5. What traits make them relevant

6. What kinds of companies should be included or excluded

Example:

B2B SaaS companies with growing sales, marketing, RevOps, or data teams that rely on clean account data, enrichment, routing, scoring, and workflow automation to run GTM. These companies typically need better visibility into target accounts, active contacts, intent signals, and campaign execution

B2B SaaS companies with growing sales, marketing, RevOps, or data teams that rely on clean account data, enrichment, routing, scoring, and workflow automation to run GTM. These companies typically need better visibility into target accounts, active contacts, intent signals, and campaign execution

B2B SaaS companies with growing sales, marketing, RevOps, or data teams that rely on clean account data, enrichment, routing, scoring, and workflow automation to run GTM. These companies typically need better visibility into target accounts, active contacts, intent signals, and campaign execution

This gives 1eyeᴬᴵ much better context than:

SaaS companies

SaaS companies

SaaS companies

Example companies

Example companies help make an ICP more concrete.

When you open an ICP, you may see companies associated with that ICP.

Example companies help your team and 1eyeᴬᴵ understand what “good fit” looks like.

For example, an ICP for Hospitality Groups might include example companies such as:

Examples should represent the kinds of companies you actually want 1eyeᴬᴵ to find and prioritize.

How ICPs are created

1eyeᴬᴵ can create initial ICPs for your workspace based on your company website, domain, and available business context.

Your team should review the generated ICPs before using them for targeting.

1eyeᴬᴵ gives you a starting point, but your team should make sure the ICPs reflect your actual GTM strategy.

Review each ICP for:

1. Accuracy

2. Specificity

3. Market relevance

4. Company type

5. Business model

6. Use case

7. Buying triggers

8. Segment priority

How ICPs are used across 1eyeᴬᴵ

ICPs are used throughout the platform.

They help power:

1. Company signal evaluation

2. Website signal prioritization

3. LinkedIn signal prioritization

4. Conversation signal context

5. View by Company filtering

6. Target company sourcing

7. Target list building

8. Campaign audience quality

9. Credit efficiency

10. Exclusions and prioritization logic

ICPs are one of the most important inputs in 1eyeᴬᴵ.

If your ICPs are weak, your targeting will be noisy.

If your ICPs are sharp, 1eyeᴬᴵ can help you find and prioritize much better companies.

ICPs and Signals

When company signals come in, 1eyeᴬᴵ evaluates those companies against your ICPs.

A company signal may come from:

1. Website activity

2. LinkedIn activity

3. Form activity

4. Email activity

5. iMessage activity

6. Conversation activity

7. Response activity

When the company matches an ICP, 1eyeᴬᴵ may show an ICP badge.

Example:

ICP - DATA-INFRA

ICP - DATA-INFRA

ICP - DATA-INFRA

This helps your team understand that the company is not just active, it is also a fit.

ICP match explanations

When a company matches an ICP, 1eyeᴬᴵ may provide an explanation.

Example:

Horizon Data is a B2B data infrastructure company with a modern GTM motion and a likely need for enrichment, account intelligence, and workflow automation. It matches the Data Infrastructure ICP

Horizon Data is a B2B data infrastructure company with a modern GTM motion and a likely need for enrichment, account intelligence, and workflow automation. It matches the Data Infrastructure ICP

Horizon Data is a B2B data infrastructure company with a modern GTM motion and a likely need for enrichment, account intelligence, and workflow automation. It matches the Data Infrastructure ICP

Use the explanation to understand why 1eyeᴬᴵ matched the company.

If the explanation does not make sense, update the ICP description or add exclusions.

ICPs and View by Company

In View by Company, ICPs help you focus on businesses that matter.

You can use:

1. Show ICPs Only
   Shows only companies that match your ICPs.

2. ICP filter
   Shows companies that match a specific ICP.

Use these controls when you want to reduce noise and focus on target companies.

For example, you can filter for:

ICP - B2B-SAAS

ICP - B2B-SAAS

ICP - B2B-SAAS

Then review only companies that match that segment.

ICPs and Target Companies

ICPs are used to define and source Target Companies.

Target Companies are the actual companies your team may want to pursue.

ICPs define the type of company.

Target Companies are the real businesses that match or get added.

Example:

ICPs help 1eyeᴬᴵ move from strategy to real companies.

ICPs and Target Lists

ICPs are one of the best ways to build Target Lists.

A target list can include companies sourced by ICP.

For example:

Target List: RevOps SaaS Pipeline
ICP: B2B SaaS Companies
Persona: Revenue Operations Leader
Goal: Build a list of active SaaS companies and relevant RevOps contacts

Target List: RevOps SaaS Pipeline
ICP: B2B SaaS Companies
Persona: Revenue Operations Leader
Goal: Build a list of active SaaS companies and relevant RevOps contacts

Target List: RevOps SaaS Pipeline
ICP: B2B SaaS Companies
Persona: Revenue Operations Leader
Goal: Build a list of active SaaS companies and relevant RevOps contacts

You can use ICPs to source companies, then use personas to source contacts inside those companies.

ICPs and Campaigns

ICPs improve campaigns by making sure the right companies enter the audience.

A strong campaign usually starts with a strong company segment.

For example:

Campaign: Data Infrastructure GTM Workflow Campaign
ICP: Data Infrastructure Companies
Personas: Head of Data, RevOps Leader, GTM Systems Leader

Campaign: Data Infrastructure GTM Workflow Campaign
ICP: Data Infrastructure Companies
Personas: Head of Data, RevOps Leader, GTM Systems Leader

Campaign: Data Infrastructure GTM Workflow Campaign
ICP: Data Infrastructure Companies
Personas: Head of Data, RevOps Leader, GTM Systems Leader

This gives the campaign better context than a generic list of companies.

ICPs and Personas

ICPs and personas work together.

ICPs define the companies.

Personas define the people inside those companies.

Example:

A company can match an ICP, but you still need the right person inside that company.

A person can match a persona, but the company may not be a good fit.

The best targets usually have both:

1. Company ICP fit

2. Contact persona fit

ICPs and Exclusions

Exclusions help protect your ICPs from noise.

Even if a company looks similar to your ICP, you may not want to target it.

Use exclusions for:

1. Your own company

2. Existing customers

3. Competitors

4. Vendors

5. Partners

6. Agencies

7. Poor-fit companies

8. Companies your team does not want to contact

For example, if a competitor matches your ICP traits, add it to Exclusions so 1eyeᴬᴵ does not treat it as a target company.

Example ICPs for Snowbricks

For Snowbricks, a B2B AI data company, example ICPs may include:

These ICPs help 1eyeᴬᴵ understand which companies Snowbricks should care about.

Example ICP detail

Here is what a strong ICP detail could look like.

This gives 1eyeᴬᴵ a clear definition of what to look for.

Strong ICP vs weak ICP

A weak ICP is too broad.

Weak ICP:

Technology companies

Technology companies

Technology companies

Better ICP:

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and rely on enrichment, account intelligence, routing, scoring, and workflow automation to run GTM

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and rely on enrichment, account intelligence, routing, scoring, and workflow automation to run GTM

B2B SaaS companies with 50-1,000 employees that have RevOps, sales, marketing, or data teams and rely on enrichment, account intelligence, routing, scoring, and workflow automation to run GTM

A weak ICP creates noisy matches.

A strong ICP gives 1eyeᴬᴵ enough context to make better decisions.

How to review ICPs

Review each ICP before relying on it for signals, sourcing, lists, or campaigns.

For each ICP, check:

1. Is the name specific?

2. Is the short name easy to understand?

3. Is the description detailed enough?

4. Does it describe the right company type?

5. Does it mention relevant use cases?

6. Does it include the right industries?

7. Does it avoid poor-fit companies?

8. Does it reflect your actual GTM strategy?

9. Are example companies accurate?

10. Would your team agree this is a real target segment?

If the answer is no, edit the ICP.

When to create a new ICP

Create a new ICP when you want to target a distinct company segment.

Add a new ICP when:

1. You are entering a new market

2. You sell to multiple company types

3. You want separate lists for different segments

4. You need different campaign messaging

5. You want to test a new vertical

6. You want to separate SMB, mid-market, and enterprise motions

7. 1eyeᴬᴵ did not create an ICP your team needs

For example, Snowbricks may create separate ICPs for:

1. B2B SaaS Companies

2. Data Infrastructure Companies

3. Enterprise Sales Organizations

Each segment may need different messaging and different personas.

When to edit an ICP

Edit an ICP when it is creating poor matches or missing good companies.

Edit an ICP if:

1. The description is too broad

2. The ICP includes companies you do not want

3. The ICP misses companies you do want

4. The company size is wrong

5. The industry is wrong

6. The use case is unclear

7. The ICP overlaps too much with another ICP

8. The example companies are misleading

9. Your GTM motion has changed

ICPs should improve over time.

How to write a strong ICP description

Use this structure:

[Company type] that [business context] and need [use case]. These companies typically have [traits], face [pain points], and are a fit because [reason]

[Company type] that [business context] and need [use case]. These companies typically have [traits], face [pain points], and are a fit because [reason]

[Company type] that [business context] and need [use case]. These companies typically have [traits], face [pain points], and are a fit because [reason]

Example:

B2B SaaS companies with growing GTM teams that need better account intelligence, enrichment, routing, scoring, and workflow automation. These companies typically have multiple sales and marketing tools, active RevOps teams, and a need to prioritize target accounts based on signals and fit

B2B SaaS companies with growing GTM teams that need better account intelligence, enrichment, routing, scoring, and workflow automation. These companies typically have multiple sales and marketing tools, active RevOps teams, and a need to prioritize target accounts based on signals and fit

B2B SaaS companies with growing GTM teams that need better account intelligence, enrichment, routing, scoring, and workflow automation. These companies typically have multiple sales and marketing tools, active RevOps teams, and a need to prioritize target accounts based on signals and fit

This gives 1eyeᴬᴵ clear targeting context.

ICP quality checklist

Use this checklist when reviewing ICPs.

A strong ICP should include:

1. Clear company type

2. Clear business model

3. Relevant industry or category

4. Useful company size range when relevant

5. Relevant use cases

6. Pain points

7. Buying triggers

8. Example companies

9. Exclusions or boundaries

10. Distinction from other ICPs

A weak ICP usually has:

1. Generic wording

2. Too many industries

3. No clear use case

4. No company size guidance

5. No buying trigger

6. No examples

7. Too much overlap with another ICP

Best practices

1. Keep ICPs specific
   Broad ICPs create noisy signals and poor target lists.

2. Use ICPs as strategy, not just labels
   ICPs should define real segments your team wants to pursue.

3. Create separate ICPs for separate motions
   If the company type, pain point, or messaging is different, use a separate ICP.

4. Add example companies
   Examples make the ICP easier to understand and validate.

5. Review ICP matches regularly
   If matches look wrong, update the ICP.

6. Use exclusions with ICPs
   Exclusions keep competitors, customers, vendors, partners, and poor-fit companies out of targeting.

7. Connect ICPs to personas
   For each ICP, know which personas matter inside those companies.

8. Use ICPs to build target lists
   ICPs should help you source and prioritize companies, not just sit in the Knowledge Base.

9. Let signals improve your ICPs
   If certain companies engage but never convert, tighten your ICP. If unexpected companies convert, create or update an ICP.

10. Keep ICPs current
    As your product, market, and GTM strategy change, your ICPs should evolve.

Troubleshooting

ICP matches are too broad

Your ICP may be too generic.

Try:

1. Adding company size guidance

2. Adding industry boundaries

3. Adding clearer use cases

4. Adding buying triggers

5. Adding example companies

6. Adding exclusions

ICP matches are too narrow

Your ICP may be too restrictive.

Try:

1. Broadening company size

2. Adding adjacent industries

3. Expanding use cases

4. Adding more example companies

5. Removing unnecessary constraints

The wrong companies are matching

Review the ICP description.

Check whether it includes wording that could match poor-fit companies.

Also check whether those companies should be added to Exclusions.

Good companies are not matching

Check whether your ICP description is missing important traits.

Add more detail about the company type, use case, industry, or buying trigger.

ICPs overlap too much

If two ICPs match the same companies, clarify the difference.

For example:

1. One ICP may be for B2B SaaS companies

2. Another may be for Data Infrastructure companies

3. Another may be for Enterprise Sales Organizations

Each ICP should represent a distinct targeting angle.

I do not know how many ICPs to create

Start with 3-5 ICPs.

Create enough ICPs to cover your main target segments, but not so many that your team cannot manage them.

I do not know whether something is an ICP or persona

Use this rule:

ICP = company type
Persona = person type

ICP = company type
Persona = person type

ICP = company type
Persona = person type

Example:

FAQ

What is an ICP?

An ICP, or Ideal Customer Profile, defines the types of companies your team wants to target.

Why does 1eyeᴬᴵ need ICPs?

1eyeᴬᴵ uses ICPs to evaluate company signals, source companies, build target lists, and prioritize accounts.

Does 1eyeᴬᴵ create ICPs automatically?

Yes. 1eyeᴬᴵ can create initial ICPs based on your company website, domain, and workspace context.

Should I review the generated ICPs?

Yes. Always review and refine ICPs before using them for targeting, lists, or campaigns.

What is the difference between ICPs and personas?

ICPs define target companies. Personas define target contacts inside those companies.

Can I create multiple ICPs?

Yes. Use multiple ICPs for different company segments, markets, verticals, or GTM motions.

Can I edit an ICP?

Yes. You can edit ICP name, short name, description, and example companies when available.

What is an ICP short name?

The short name is the compact label used in badges, filters, and tables.

What are example companies?

Example companies are companies that represent the ICP. They help make the ICP easier to understand and validate.

How does 1eyeᴬᴵ use ICPs with signals?

When a company signal comes in, 1eyeᴬᴵ evaluates the company against your ICPs. If it matches, the company may show an ICP badge and explanation.

How does 1eyeᴬᴵ use ICPs with target lists?

You can source companies by ICP and build target lists around specific company segments.

How do I improve ICP quality?

Make ICPs specific, add use cases, include example companies, define boundaries, and keep exclusions updated.

Next step

Next, go to Personas to define the target contacts 1eyeᴬᴵ should find inside your target companies.