1. LinkedIn Integration/5. Set Your Ideal Customer Profile (ICP)

5. Set Your Ideal Customer Profile (ICP)

Ideal Customer Profile (ICP)

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An ICP (Ideal Customer Profile) is a detailed description of the perfect company that would benefit from your product or service.
Unlike buyer personas, which focus on individual decision-makers, ICPs define the right businesses to target.
ICPs typically include:
  • Firmographics: Industry, company size, revenue, HQ location.
  • Technographics: Tech stack and software usage.
  • Behavioral Data: Purchase intent, engagement history.
  • Pain Points & Needs: Problems the company faces that your solution can address.

Why Defining an ICP is Crucial in ABM?

  1. Precise Audience Targeting – Helps focus marketing and sales efforts on high-fit accounts.
  1. Better ROI on ABM Campaigns – Reduces waste by targeting accounts more likely to convert.
  1. Improved Sales & Marketing Alignment – Ensures both teams focus on the same set of high-value prospects.
  1. Personalized Engagement – Enables better segmentation, content personalization, and outreach strategies.
  1. Scalability & Predictability – Helps forecast pipeline growth and scale marketing initiatives effectively.
  1. ICP Fit Scoring for Prioritization – By assigning an ICP fit % to accounts, teams immediately know which accounts to focus on for engagement.

Steps to Create an ICP in Recotap

The "Create ICP" form is available under Workspace >> ABM Settings >> Create ICP button as shown in the screenshot, allows users to define an Ideal Customer Profile (ICP) by specifying firmographic, technographic, and priority-based attributes.
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Watch a quick video guide with step-by-step instructions for creating an ICP.
Step 1: Enter ICP Name - This name helps categorize and differentiate ICPs.
Step 2: Set ICP Priority
  • Choose the priority level:
    • Low – Accounts that somewhat fit the ICP criteria.
    • Medium – Accounts that are a decent fit but not the top priority.
    • High – Accounts that are the best fit and should be prioritized.
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Tip: High-priority ICPs should be based on historical conversion data, existing customer traits, and intent signals.
Step 3: Define Firmographics - Select Industry, Employee size, Revenue Range, HQ location
Step 4: Define Technographics (Optional)
  • Search for Technologies used by target accounts.
  • Example:
    • CRM Tools: Salesforce, HubSpot
    • Marketing Automation: Marketo, Pardot
    • Cloud Providers: AWS, Azure, Google Cloud
  • Helps in account selection based on tech compatibility.
Step 5: Finalize and Create ICP
  • Click + Create to save the ICP.
  • The ICP will now be available for segmentation, intent analysis, and ICP Fit % scoring.

Use Cases: ICP in Audience Segmentation

1. ICP Fit Scoring to Prioritize High-Intent Accounts

  • When uploading a list of accounts or analyzing intent signals, Recotap automatically assigns an ICP Fit % score to each account.
  • This score helps your team instantly recognize which accounts should be prioritized based on how closely they align with your ideal profile.
  • ICP Fit can also be applied as a filter during audience segmentation to ensure your campaigns are focused on the most relevant accounts.
Example:
If two companies show intent for ABM platforms, but one has a 90% ICP Fit and the other only 40%, your sales team can confidently prioritize outreach to the higher-fit account for better outcomes.

2. Creating and Prioritizing Multiple ICPs

  • You can define and manage multiple ICPs within Recotap—based on verticals, regions, or product lines.
  • Each ICP can be assigned a priority level (High, Medium, or Low) depending on strategic importance.
  • Named ICPs can be used to organize segments, personalize messaging, and align campaigns with different market goals.
✅ Pro Tip: When building dynamic audience segments, apply ICP-based filters to automatically include only accounts that meet specific fit thresholds or belong to a particular ICP category.