The ICP is your saved definition of a good customer: industries, employee range, regions (DACH is a first-class filter), founding age, and technologies they should or should not run.
Every company you research is scored against it. A fit score asks whether you should sell there at all, and a signal score asks why now. Together they produce the tier, strike, engage, nurture or watch, that ranks your entire pipeline.
Derive it from your best customers
- 1Paste the domains of a few customers you already won into Derive from your best customers.
- 2The platform researches them and proposes the attributes at least half of them share.
- 3Edit the proposal, which is a starting point rather than a verdict, and save.
A profile is a yardstick, not a filter
Leave a criterion blank and it drops out of the score instead of excluding good accounts. The score is renormalised over the criteria you set, so a sparse, honest profile beats an over-specified one. Pick this ICP as the default under Settings, Company, and Discover and the Strategy Room use it on every run.