ICP Engine (Living ICP Intelligence)

Defines who ideal customers are and why - then keeps learning.

ICP Engine builds living customer profiles that evolve with every deal. It doesn't just tell you who fits-it tells you why, with reason codes, tier scoring, and win/loss feedback loops that keep your targeting sharp.

Why Static ICPs Fail

Most ICPs are built once, documented in a deck, and never updated. Six months later, your market has shifted, your product has evolved, and your targeting is stale. Reps chase accounts that used to fit but don't anymore. Pipeline suffers.

  • × One-time definitions go stale - your ICP drifts as your product and market evolve
  • × No feedback loop - win/loss insights stay in spreadsheets instead of refining targeting
  • × Binary fit scoring - accounts are either "in" or "out" with no nuance or reason codes
  • × Qualification disconnected from ICP - MEDDIC scores don't feed back into profile refinement

How ICP Engine Works

ICP Engine analyzes every closed deal (won and lost), extracts signals, and updates your ideal customer profile in real-time. It scores accounts on multiple dimensions and provides reason codes so reps know exactly why an account is (or isn't) a fit.

1

Win/Loss Analysis

Every closed deal feeds into the engine. We extract firmographics, engagement patterns, deal velocity, MEDDIC scores, and friction points.

2

Multi-Dimensional Scoring

Accounts are scored across vectors: company size, industry, tech stack, engagement history, buying committee structure, product usage patterns, and more.

3

Tier Assignment

Accounts are grouped into tiers (Tier 1: Best Fit, Tier 2: Good Fit, Tier 3: Stretch). Each tier gets different outreach strategies and resource allocation.

4

Reason Codes

Every score comes with transparent reason codes: "High fit: 500-1000 employees, uses Salesforce, active buyer persona signals." Reps know why they're targeting an account.

Key Features

Living Profile Updates

ICP evolves automatically as you close deals and learn what works

Win/Loss Integration

Closed deals feed back into scoring models-continuous improvement

Multi-Dimensional Vectors

Score on firmographics, behavior, tech stack, engagement, and more

Tier-Based Segmentation

Tier 1/2/3 accounts get different outreach strategies

Reason Code Transparency

Reps see exactly why an account is (or isn't) prioritized

MEDDIC Feedback Loop

Qualification scores normalize into ICP refinement

Measurable Outcomes

38% faster pipeline velocity
Better targeting = shorter sales cycles
2.1× higher win rates
Focus on accounts that actually convert
94% opportunity coverage
Real-time scoring ensures no good-fit accounts slip through
6-month ICP refresh cycles → continuous
Your ICP stays current automatically

Real-World Use Cases

B2B SaaS Scaling from $10M to $50M ARR

Challenge: ICP built at $10M didn't work at $30M-targeting was stale, win rates dropped
Result: ICP Engine continuously updated profile based on closed deals. Win rates recovered to 22% (from 14%).

Enterprise Sales Team with 50+ Reps

Challenge: Reps didn't understand why certain accounts were prioritized-targeting felt arbitrary
Result: Reason codes gave reps transparency. "This account fits because..." messaging improved, conversion increased.

System Integration

ICP Engine receives signals from Discovery (account discovery), Outreach (engagement data), and Feedback (win/loss analysis). It feeds refined profiles back into Discovery and Customer Health.

Compliant by design - GDPR | CCPA | PECR | AI Transparency

Ready to Build This System?

Schedule a consultation to see how ICP Engine (Living ICP Intelligence) fits into your GTM architecture.

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