CRMown Docs
Docs › Lead Generation

F1 — ICP Builder (Ideal Customer Profile)

AI builds your Ideal Customer Profile by analyzing your existing won customers — industries, company sizes, titles, geographies, common signals. Every other Lead Gen feature reads this profile to score and rank inbound + outbound contacts.

Open in CRMown →

Steps

  1. Go to Tools > Lead Generation > ICP (or /dashboard/icp).
  2. On first run, the AI analyzes contacts at CUSTOMER and ADVOCATE stages and proposes an ICP. You can edit any field.
  3. Define industries, company size bands (e.g. 50–200 employees), target titles (e.g. VP Engineering, Head of Ops), geographies, and any keywords/exclusions.
  4. Save — F2 prospecting, F4 visitor ID, F7 intent scoring, and F8 AI SDR all start filtering against this profile immediately.
  5. Re-run the AI rebuild any time your customer base shifts; it overwrites the saved profile but doesn't affect already-scored contacts.

Good to know

  • You need at least 5 customers at CUSTOMER/ADVOCATE stage before the AI rebuild produces a useful profile. Below that, fill it in manually.
  • The ICP is per-org (one profile, not per-user). All team members share it.
  • F8 AI SDR auto-targets the ICP unless you explicitly set custom Apollo filters in its config. Tweak the ICP and the SDR's next daily run picks it up — no need to reconfigure the SDR.
Example: A 4-year-old DevOps SaaS company has 87 customers. The ICP Builder analyzes them and surfaces a clear pattern: 78% are Series A or B SaaS companies with 50–200 engineers, mostly in NYC/SF/Austin, decision-maker is the VP Engineering or Head of Platform, and they convert 4× more often when "Kubernetes" appears in their tech stack. The team saves the ICP, F2 prospecting now searches Apollo with these exact filters, and conversion rate on outbound jumps 22% the next quarter.

Troubleshooting

AI rebuild returns generic recommendations
Fewer than 5 contacts at CUSTOMER/ADVOCATE stage — not enough signal to find a pattern.
Fix: Mark more existing customers as CUSTOMER stage, or build the ICP manually if you're still pre-revenue.
I rebuilt my ICP but F2 prospecting is using the old filters
F2 prospecting has its own search-time filter override. The ICP only auto-applies on a fresh search.
Fix: Start a new prospecting search — the ICP filters auto-populate. Or clear any saved filters on F2.

Related

  • F2 Prospecting (uses ICP for default filters)
  • F4 Visitor ID (matches visitor companies against ICP)
  • F7 Intent Signals (boosts scores for ICP-matched contacts)
  • F8 AI SDR (targets ICP automatically)

View as Markdown