TL;DR: Definitions only. No examples, no explanations of why — see the linked articles for that.
Signal
A behavioral or firmographic indicator of buyer intent. A LinkedIn post about your category, a demo view, a job change, a reply to your sequence — all signals. Four categories:
- 1st-party — your own data (your site, your sequences, your demo views)
- 2nd-party — partner / network data (LinkedIn and the other networks your signals watch)
- Account-intent — a company-level signal (funding, hiring, news) inherited by the people found there
- Zero-intent — a record found with no intent behind it (a lookalike, a cold imported list)
ICP — Ideal Customer Profile
A company-level targeting definition. Specifies the kind of companies you want to sell to. Every record in your workspace gets an ICP code (which ICP it matches) and an ICP score (how well, 0–100).
Persona
A person-level targeting definition inside an ICP. Specifies the kind of people at that company you want to reach. Every record gets a Persona code and Persona score.
Parameter
A single criterion inside an ICP or Persona. Industry, employee count, revenue band, title pattern, seniority, geo, tech stack — each is a parameter.
Parameter mode
How a parameter is applied. Three modes:
- Filter — hard gate. Records that fail the parameter are not in this ICP / Persona, period.
- Score — weighted contribution. Records get points for matching; non-matchers still count, with lower score.
- Exclude — hard removal. Even matching records are tossed if they trip an exclude rule.
Audience
A saved filter over your workspace, scoped to a GTM motion. Auto-updates as new records qualify or stop qualifying. Pushes to a signed webhook destination.
Engagement Score
A composite per-record score combining signal strength, recency, and source weight.
Engagement Stage
An ordered rule you edit yourself in Settings → Engagement Stages. A lead lands in the lowest-position stage whose rule is true, and a catch-all stage always exists. Lead defaults: Hot, Warm, In-market, Cool, Cold.
Named Signal Source
Explicit attribution of which signal triggered the record's inclusion. Shown on the Lead / Account detail page's Activity panel. Lets you trace any qualified lead back to the behavior that flagged them.
Qualification
The process of scoring a record against your ICPs and Personas. Runs automatically on intake; can be re-run manually from a single record.
Autoqualify
A signal-level setting. When on, any record the signal surfaces is automatically qualified against your ICPs and Personas. When off, the signal still captures the record but won't run qualification.
Enrichment
The process of filling missing contact details (work email, personal email, phone, social handles) on a record. Runs as a multi-provider waterfall.
Waterfall
The ordered sequence of enrichment providers tried for a single record. The first provider that returns a usable contact wins; subsequent providers are skipped to save credits.
Destination
A downstream tool your audiences push to, such as a signed webhook.
Sync
A single push of an audience's members to a destination.
Credit
The pricing unit. Most actions cost some number of credits — enrichment and signal capture each have published per-action costs; qualification costs no credits. See the pricing page for current values.
Copilot
The in-app AI assistant. Acts on platform setup (ICPs, Personas, signals, audiences) and on individual records (research, drafts, summaries). Owns the root URL of the app and a context-aware button on every page.