Your ideal customer profile (ICP) drives every stage of the Sales Agent — contact search, candidate scoring, and eligibility for automated outreach. Configure everything under Settings → Targeting.
Start with the free-text ICP
Write a concrete description of the combination you actually want to reach, not a broad market category. A focused description produces more relevant scores than a vague one.
Include details such as:
- business model and industry
- company size or growth stage
- geography
- buyer role and seniority
- relevant technologies or commercial signals
- explicit exclusions and poor-fit patterns
Example:
DACH-based food technology companies with fewer than 50 employees and strong recent growth. Target a newly appointed Head of Marketing or Marketing Director located in DACH.
The agent evaluates this free-text description together with the structured criteria below.
Understand the score
Each contact receives a 0–100 ICP score. Three factors contribute to the score, and their relative weights are configurable:
- Job fit — how closely the person’s role matches your Tier 1 and Tier 2 titles
- Industry fit — how well the company’s industry aligns with your target list
- Location fit — whether the contact is based in a targeted region
Weights are relative, not absolute. A weight setting of 6, 3, 1 means job fit contributes 60%, industry 30%, and location 10%. The dashboard normalizes the values automatically — they do not need to add up to 100.
Use the two thresholds
Pipeline ICP threshold
Only contacts at or above this score enter automated outreach. Set it to 0 to allow every contact through regardless of score.
Phone enrichment threshold
Only contacts at or above this score receive automatic phone lookup. Below the threshold the dashboard prompts for manual confirmation before a lookup runs. Set it to 0 to disable the threshold entirely.
Do not lower a threshold just to fill the queue. First verify that your source, owner assignment, exclusions, and scoring criteria are correct. A fuller queue built on weaker candidates spends credits and outreach capacity without improving fit quality.
Refresh existing scores
When you update your criteria, contacts scored under the old settings become outdated. Choose the right refresh method:
- Recompute — use this when you change only the score weights. Existing inputs are recalculated without using AI or credits.
- AI rescore — use this when you change the meaning of the ICP itself. Existing contacts are re-evaluated against the updated free-text and criteria.
Contacts added after a settings change are always scored against the current configuration automatically.
Credits and filtering
Credits pay for returned search and enrichment results — not only for the contacts that ultimately enter your pipeline. Candidates that later fail job-title exclusions, ICP requirements, deduplication checks, or company validation still consume the credit that retrieved them.
When your filters are granular, expect the agent to inspect more candidates than the number it ultimately accepts. Run a small company batch first and review the quality of results before scaling up your search.
