--- title: "How to Define Your ICP (Ideal Customer Profile) + Examples" description: "Write an ideal customer profile that gets replies and turn it into rules that score every prospect: the parts of a strong ICP, filters and examples." url: "https://prosyo.com/docs/prospects/define-your-icp/" image: "https://prosyo.com/wp-content/uploads/2026/10/Prosyo-wordmark-white-vector.svg" language: "lb" --- # How to Define Your ICP (Ideal Customer Profile) + Examples 1. [Prosyo Docs](https://prosyo.com/lb/docs/) 2. [Prospects and lists](https://prosyo.com/lb/docs/prospects/) 3. Define your ICP (ideal customer profile) Last updated November 6, 2026 4 min read **On this page** - What a good ICP includes - Write it in Prosyo - Turn it into rules that score every prospect - Automatic delivery - Find your ICP from data you already have - Turn the ICP into Sales Navigator filters - Slice it: one message per slice - ICP examples - Review it monthly Your ICP decides who you contact and what AI writes for them. A sharp ICP is the biggest single driver of reply rates. It matters more than copy, more than volume and more than tooling. ![Settings → Workspace → Ideal customer with your ideal customers on the left, Describe them in your own words, and Fill in the rules for me](https://prosyo.com/wp-content/uploads/prosyo-docs/builds/20261105-205402-lvcu5rib/assets/assets/settings-ideal-customer.webp) **Watch: build an ICP-first LinkedIn sequence** ## What a good ICP includes# | Part | Weak | Strong | | --- | --- | --- | | **Industry** | "Tech companies" | "B2B SaaS selling to mid-market" | | **Company size** | "SMBs" | "20–200 employees" | | **Geography** | "Global" | "UK, Ireland, Netherlands" | | **Titles** | "Decision makers" | "Head of Sales, VP Sales, Founder (under 50 employees)" | | **Trigger** | — | "Hiring SDRs, or raised funding in the last 6 months" | | **Pain** | "Wants growth" | "Pipeline depends on the founder's network. No outbound motion." | | **Disqualifiers** | — | "Agencies, companies with a 10+ person SDR team" | ## Write it in Prosyo# Put it in **Settings → Workspace → General**, in the **Ideal customer profile** box, and click **Save changes**. It's the same text as **Describe them in your own words** on your first ideal customer under **Settings → Workspace → Ideal customer**, so you can write it in either place. If you keep several ideal customers, AI writing and research use the description of the newest one that's switched **On**. Owners and admins can edit it. Plain language works best: Text ``` We sell to B2B SaaS companies with 20–200 employees in the UK and EU. Buyers: Heads of Sales, VPs of Sales, and founders at companies under 50 people. Best fit: they're hiring SDRs or recently raised funding, and pipeline still depends on the founder's network. Not a fit: agencies, companies with large SDR teams, B2C. ``` AI uses this when it drafts a whole campaign (**Generate with AI**), writes campaign steps (**Write with AI**) and AI comments on posts, researches prospects (the **ICP fit** in [enrichment](https://prosyo.com/lb/docs/prospects/enrichment/)), and writes Intent research and first messages. Fit scores from 0 to 100 come from the rules below. ## Turn it into rules that score every prospect# Right after onboarding, Prosyo turns your ICP sentence into ideal-customer rules for you. Check and refine them in **Settings → Workspace → Ideal customer**, where Prosyo scores every prospect and Intent lead from 0 to 100 for fit, with the reasons. - Write a sentence and choose **Fill in the rules for me**, or set the rules yourself: seniority, department, job titles that fit and that don't, industries, company size, locations and company keywords. - **Never a fit** lists companies, websites and job-title words that always score zero, such as customers, partners or competitors. - **What matters most** sets how much each part counts. When something about a person is unknown, that part counts for half rather than nothing. Places, job titles and industries are understood in many languages and at any level: "Europe" covers someone in Berlin, and "Geschäftsführer" is read as a C-level role. - You can keep several ideal customers. Each person's best match counts. - **What your replies say** suggests roles and industries that reply more often than average. - **Who counts as High-intent ICP** sets the score thresholds and the morning email with new High-intent ICP people. It goes to owners and admins at 9:00 in your workspace time zone, only on days with something to act on. ### Automatic delivery# **Automatic delivery** chooses who gets your plan's included [Intent](https://prosyo.com/lb/docs/prospects/intent/) people: - **Deliver people with a fit score of at least:** Anyone showing interest, 40 · loose match, 50 · good match (recommended), or 70 · strong match only. - **Spread my included people across the month:** on by default, so you get fresh people every day. High-intent ICP people always arrive right away. Owners and admins can edit. Saving updates fit scores within a few minutes and delivers any waiting matches straight away. ## Find your ICP from data you already have# 1. List your **10 best customers**: fastest to close, happiest, highest value. 2. Write down what they have in common: size, industry, title of the buyer, the trigger that made them buy. 3. List **5 bad-fit customers**: churned or painful to serve. Those are your disqualifiers. 4. Share your notes with [SalesGPT](https://prosyo.com/lb/docs/ai/salesgpt/) and ask: *"What do these customers have in common, and which roles should I focus on?"* ## Turn the ICP into Sales Navigator filters# | ICP part | Sales Navigator filter | | --- | --- | | Industry | Industry | | Size | Company headcount | | Geography | Geography | | Titles | Current job title + Seniority level | | Trigger | Changed jobs in past 90 days · Posted on LinkedIn in past 30 days · Company headcount growth | Save each combination as a separate list, for example *"ICP-A: UK SaaS Heads of Sales"*. See [Import from Sales Navigator](https://prosyo.com/lb/docs/prospects/import-linkedin/). ## Slice it: one message per slice# Don't send one message to your whole ICP. Split it into slices where the **same message fits everyone**: - by **title** (founders care about different things than VPs), - by **trigger** (a job changer vs a company that's hiring), - by **region** (timezone, language, examples). Each slice gets its own list and campaign. Compare them in Reports. ## ICP examples# **Marketing agency** > Founders and heads of marketing at D2C e-commerce brands doing $2M–$20M revenue in the US, running paid social in-house, with no dedicated performance marketer. **Dev shop** > CTOs and founders at seed to Series A startups (10–60 people) in Europe, hiring 2+ engineers, building on React/Node. **B2B consultant** > COOs and heads of operations at 50–500 person logistics companies in the UAE and Saudi Arabia, currently hiring for operations roles. **Local business service** > Owners of dental and physiotherapy clinics with 2–10 locations in [city/region]. ## Review it monthly# Every month, look at who replied positively and who booked meetings. Tighten the ICP toward them and remove slices that never reply. ## Related guides [Founder-led sales A weekly system for founders to book 10 customer conversations a month on LinkedIn: profile, two campaigns, message formula and content flywheel.](https://prosyo.com/lb/docs/playbooks/founder-led-sales/) [Webinar & event Fill your webinar or event with LinkedIn invites, then follow up with attendees and no-shows. Includes three campaigns and full message copy.](https://prosyo.com/lb/docs/playbooks/webinar-event-promotion/) [Podcasts & partnerships Book podcast guests, get booked on podcasts, and find integration, co-marketing and referral partners with LinkedIn outreach templates.](https://prosyo.com/lb/docs/playbooks/podcast-and-partnership-outreach/) [Your first 30 days A day-by-day 30-day plan to set up, launch, test and scale LinkedIn and email outreach with Prosyo, with a scorecard and daily routine.](https://prosyo.com/lb/docs/getting-started/first-30-days/)