ICP Definition

📋 ICP Definition — Ideal Customer Profile

What This File Is

This is not a “customer persona” document. It is a machine-readable filter specification used by the 03-Lead-Sourcing-Agent to source and score leads. Every field here directly drives agent behavior.

See Process Manifest for where ICP fits in the full workflow.

---

🎯 ICP Specification v1.0

icp:
  version: 1.0.0
  last_updated: 2026-04-01
  segment_name: "Tech-Forward SMB"
 
  # ── FIRMOGRAPHIC FILTERS ──────────────────────────────────
  firmographics:
    company_size:
      employees_min: 10
      employees_max: 200
      headcount_growth_6mo_min: 0.05    # ≥5% growth signal = buying intent
    revenue:
      range: "$1M–$20M ARR"
      model: [SaaS, agency, consulting]
    industry:
      include: [B2B SaaS, marketing agency, growth consulting, RevOps]
      exclude: [government, non-profit, retail, healthcare]
    geography:
      include: [US, Canada, UK, EU]
      exclude: []
    funding:
      stages: [seed, series_a, series_b, bootstrapped]
      recent_raise_months: 18           # raised in last 18 months = active buying
 
  # ── TECHNOGRAPHIC FILTERS ─────────────────────────────────
  technographics:
    uses_crm: true
    crm_stack: [HubSpot, Salesforce, Pipedrive]
    uses_outreach_tool: true            # already doing outreach = aware of problem
    hiring_for_roles:                   # hiring signals (sourced via LinkedIn)
      include: [SDR, AE, Head of Sales, RevOps, Growth]
      exclude: []
 
  # ── CONTACT FILTERS ───────────────────────────────────────
  contact:
    seniority:
      include: [founder, co-founder, CEO, VP Sales, Head of Growth, CRO]
      exclude: [intern, coordinator, analyst]
    function: [sales, growth, marketing, revenue]
    email_required: true
    linkedin_required: true
 
  # ── INTENT SIGNALS (BONUS) ────────────────────────────────
  intent_signals:
    job_postings: true                  # company posted relevant job in 30d
    leadership_change: true            # new hire in ICP role in 90d
    funding_event: true                # raised capital in 18mo
    content_engagement: false          # not tracked yet
 
  # ── DISQUALIFICATION RULES ────────────────────────────────
  disqualify_if:
    - already_in_crm: true
    - contacted_in_last_days: 180
    - competitor: true
    - churned_customer: true
    - invalid_email: true

---

📐 Lead Scoring Model

The 03-Lead-Sourcing-Agent assigns a score 0–100 to each lead based on ICP match.

Signal	Weight	Notes
Firmographic match	30 pts	All firmographic filters met
Tech stack match	20 pts	Uses CRM + outreach tool
Seniority match	20 pts	Decision-maker role confirmed
Intent signal present	20 pts	Any one signal = full points
LinkedIn activity (last 30d)	10 pts	Active poster = warmer

scoring_thresholds:
  hot:    score >= 80    # → prioritize, send within 24h
  warm:   score >= 60    # → include in next batch
  cold:   score >= 40    # → hold for future campaign
  reject: score < 40     # → do not contact

Score Drift Alert

If [[07-Human-Review-Gates|Gate #1]] consistently rejects >30% of “hot” leads, the scoring model is miscalibrated. Trigger an ICP review using the Self-Improvement Loop.

---

🔄 ICP Change Protocol

How to Update This Spec

1. Propose a change in the icp_changelog below
2. Run a shadow test — source 50 leads with new filters before deploying
3. Get COO approval at [[07-Human-Review-Gates|Gate #1]]
4. Update version and last_updated
5. Notify 03-Lead-Sourcing-Agent and 09-Metrics-and-Self-Improvement

icp_changelog:
  - version: 1.0.0
    date: 2026-04-01
    change: Initial ICP definition
    author: COO
    a_b_tested: false

---

📌 Derived Segments (Future Iterations)

These are not active yet. They will be unlocked by the improvement loop when volume allows A/B testing.

Segment	Trigger to Activate
Enterprise (200–1000 employees)	Current segment books >8 meetings/week consistently
EU-focused	Geographic A/B test with same sequence
PLG companies	Separate sequence for product-led-growth model

---

📎 Related Files

• 01-Process-Manifest — Where ICP fits in the full process (Stage S1)
• 03-Lead-Sourcing-Agent — Agent that reads and executes this spec
• 07-Human-Review-Gates — Gate #1 where lead quality is reviewed
• 09-Metrics-and-Self-Improvement — Loop that proposes ICP updates