TL;DR: Either tell Copilot who you sell to in one sentence, or open Qualification and walk through the parameter list yourself. Both result in the same kind of ICP definition. Most people use Copilot for the draft, the manual page for tuning.
The Copilot path
From any page, open Copilot:
> build me an ICP for mid-market SaaS companies (51–500 employees) with a
security-first culture, primarily NA and EMEA, growth-stage, excluding
competitor accounts
Copilot drafts the ICP — segments, parameters in Filter / Score / Exclude modes, weights. It shows a preview of how many records would match. Confirm to save, or refine in conversation: > drop the geo filter, > add a +5 for "uses Snowflake".
You can also build from your historical data:
> look at my closed-won customers from the last 12 months and propose an
ICP that overweights what they have in common
This pulls from your workspace's outcome history (replies, meetings, signups, purchases, LTV) — same data that drives the Insights page.
The manual path
Open Qualification → + Add → ICP. The ICP edit drawer opens on the right.
Top section
- Name — short, plain-English label (e.g. "Mid-market SaaS", "Enterprise FinServ"). Becomes the
icp_code. - Status — Draft / Live / Paused. Draft never autoqualifies; Live runs against new captures; Paused stops capture-side scoring but keeps the definition.
- Description — optional, used in Copilot context and in destination handoffs.
Parameter list
Parameters are grouped by category in the drawer:
Category | Examples
**Firmographic** | Industry, sub-industry, employee count, revenue, founding year
**Geographic** | Country, region, state / province, city
**Tech** | Installed tools, removed tools, infrastructure (Wappalyzer / BuiltWith feed)
**Growth** | Funding stage, funding amount, last funding date, hiring velocity, net-new headcount
**Engagement (with you)** | Has past pipeline, is current customer, churned customer, has signal in last N days
**Custom** | Workspace-defined columns from enrichment or CRM sync
For each parameter you pick:
- Mode — Filter / Score / Exclude (see Parameter modes)
- Operator — equals, in, not in, between, contains, etc.
- Value — single, list, range, "any of"
- Weight (Score mode only) — relative contribution to the total score
Save
Click Save and run. If the ICP is set to Live, all existing records in the workspace re-score against it within a few seconds. The Qualified count column on the Qualification table updates live.
Working with both surfaces at once
The ICP drawer is non-modal. Copilot stays open on the right rail while you edit. Useful mid-flight asks:
> what's a reasonable weight for industry vs revenue band?> which of my existing ICPs has a similar tech-stack pattern?> what's the qualification rate if I tighten employee count to 100–300?
Copilot reads the current draft state of the drawer and answers against it. The drawer's Recalculate preview button shows the new live count without saving.
Promotion: Draft → Live
A new ICP starts in Draft. When you click Save while Draft, the definition saves but no records are scored against it and autoqualify never picks it up. To go Live:
- Open the ICP from the Qualification table
- Toggle
Statusfrom Draft to Live - Confirm — the system runs a full re-qualification across the workspace using the new ICP
The first re-qualification can take a few minutes if your workspace has tens of thousands of records. Subsequent updates are incremental.
Sanity checks after save
Three quick checks:
Qualifiedcount is non-zero on the Qualification page. If zero, your Filter parameters are too tight. Loosen at least one.- The top 20 leads under this ICP look right. Filter
Leadsby the ICP code, sort by ICP score descending. Eyeball the top 20. If half look off, the parameter weights are wrong. - Reachable % on any audience that uses this ICP is acceptable (>40% is healthy). Low Reachable % means your ICP qualifies records you can't enrich — usually too broad on the firmographic side.