Overview
The Customer Profile Builder automatically creates an Ideal Customer Profile (ICP) based on real customer data and external company information.
Instead of manually defining your ideal customer, the feature analyzes your historical data and public information to identify the types of companies that are most likely to convert and succeed with your offering.
The generated ICP is then used by another workflow to automatically suggest relevant leads that match this profile. More on this in the article that follows.
How It Works
Step 1: Activate the AI-Assisted ICP
From the Insider Program section, activate the AI-assisted ICP feature and open the AI-assisted ICP tab.
Step 2: Click “Compute ICP”
Click the Compute ICP button to start the process.
Behind the scenes, the system performs several steps to build your ICP:
How the ICP Is Generated
The ICP is not based on assumptions — it is built using a combination of internal performance data and external business intelligence.
1. Internal Customer Data Analysis
The system reviews:
Your top 50 customers
Won deals
Lost deals
This helps identify patterns in:
Company size
Industry (vertical)
Geography
Other common attributes
By comparing successful and unsuccessful deals, the system learns which types of companies are most likely to convert and generate value.
2. Web & Market Intelligence
An AI agent analyzes the company’s:
Website
Public company information
Social media presence
This enriches the internal CRM data with additional business context, such as positioning, messaging, market focus, and company characteristics.
3. Intelligent ICP Analysis
Another AI agent combines all collected data and:
Identifies high-performing segments (e.g., geography, industry, company size)
Weighs signals based on confidence and data quality
Creates a structured, confidence-weighted ICP
This means the ICP is not just descriptive — it prioritizes the characteristics that statistically matter most.
4. Structured Output
The final result is a clearly defined ICP that is stored in a structured format
Manual Input & Adjustments
While the ICP is automatically generated based on data, users can also provide manual input and refinements.
This allows you to:
Adjust segments based on strategic direction
Include new target markets
Refine priorities based on business knowledge
Combine data-driven insights with human expertise
The system is designed to support both data intelligence and business judgment.
Why This Matters
Manually defining an ICP often relies on intuition.
This approach:
Uses real performance data
Compares won vs. lost deals
Enriches with external intelligence
Produces a structured, confidence-based output
Automatically powers lead generation
The result is a data-driven ICP that continuously improves targeting and revenue efficiency.