ICP Profiles
ICP (Ideal Customer Profile) profiles help your AI agents prioritize the right prospects by defining what a great customer looks like. Profiles score leads based on industry, job title, seniority, and company characteristics using a weighted scoring system.
What is an ICP Profile?
An ICP profile describes the characteristics of your ideal buyer:
- Target industries — The sectors you sell to (e.g., SaaS, Healthcare, Fintech)
- Title keywords — Job titles that indicate a decision-maker (e.g., “VP Sales”, “CTO”, “Head of Revenue”)
- Scoring weights — How much each attribute contributes to the overall score
When a lead enters your system, ScendCore scores them against your ICP profile to determine fit.
Creating an ICP Profile
- Go to ICP Profiles in the sidebar.
- Click + New Profile.
- Fill in the profile details:
| Field | Description |
|---|---|
| Name | Profile name (e.g., “Enterprise SaaS Buyers”) |
| Description | A brief summary of who this profile targets |
| Target Industries | Industries to match (type and press Enter to add) |
| Title Keywords | Job title keywords to match |
- Adjust the scoring weights:
| Weight | What It Scores | Default |
|---|---|---|
| Industry | Match against target industries | Adjustable |
| Title | Match against title keywords | Adjustable |
| Seniority | Inferred seniority level | Adjustable |
| Company | Company size and revenue signals | Adjustable |
- Optionally mark as Default to use this profile for all new leads.
- Click Save.
AI-Powered ICP Discovery
If you are not sure who your ideal customer is, ScendCore can analyze your data to suggest ICP profiles:
- On the ICP Profiles page, click Discover ICP.
- ScendCore analyzes your existing contacts, won deals, and engagement data.
- It generates suggested profiles with:
- Recommended target industries
- Recommended title keywords
- A confidence score and rationale
- Data summary (total contacts, won deals, engaged contacts analyzed)
If you have limited data, ScendCore provides hypothesis-based suggestions with guidance on how to refine them as you collect more data.
BANT Scoring
ICP profiles work alongside BANT (Budget, Authority, Need, Timeline) qualification. During conversations, AI agents assess:
| BANT Criteria | What It Measures |
|---|---|
| Budget | Does the prospect have budget for your solution? |
| Authority | Is this person a decision-maker? |
| Need | Does the prospect have a clear need? |
| Timeline | Is there urgency to make a decision? |
BANT state is tracked per conversation and per voice call, stored alongside the ICP score for a complete qualification picture.
Using ICP Profiles
In Campaigns and Sequences
When setting up outreach campaigns, you can select an ICP profile to filter and prioritize contacts.
In AI Agent Decisions
AI agents reference ICP profiles when deciding:
- Which leads to prioritize for outreach
- How to personalize messaging based on the prospect’s fit
- Whether to escalate a lead to a human rep
Default Profile
Mark one profile as the Default to apply it automatically to all new contacts. You can have multiple profiles but only one default.
Troubleshooting
Low ICP scores across the board
- Review your target industries and title keywords — they may be too narrow.
- Adjust scoring weights to emphasize the most important criteria.
- Consider using the Discover ICP feature to refine your profile based on actual data.
Discovery showing “insufficient data”
- ICP discovery works best with at least 50 contacts and a few closed-won deals.
- Add more contacts and conversation data, then try again.