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Guides
Learn how to define an Ideal Customer Profile for B2B prospecting—firmographics, signals, and scoring criteria that make discovery runs repeatable.
Short answer
An ICP is a written definition of the accounts and buyers most likely to convert—used to tune search filters, enrichment priorities, and outreach angles before you build lists.
A buyer persona describes the people you talk to—titles, pains, and messaging angles. An Ideal Customer Profile (ICP) describes the accounts that are worth talking to in the first place: industry, size, geography, tech stack, growth stage, and buying triggers.
Strong B2B prospecting needs both, but the ICP comes first. Without account-level fit, even perfect persona copy lands on the wrong companies.
Start with firmographics you can actually filter on: industry vertical, employee count or revenue band, HQ region, and business model (B2B SaaS, agency, marketplace, etc.). Add disqualifiers early—segments you will never pursue save enrichment credits and review time.
Layer in behavioral signals when available: hiring patterns, funding events, product launches, or public complaints that match your wedge. In Eryx projects, these signals become scoring instructions so every run ranks the same way.
Each Eryx project stores ICP instructions that flow through discovery, enrichment, and AI scoring. Instead of rebuilding filters in a spreadsheet for every campaign, teams clone a winning project and adjust one variable—region, title mix, or signal weight—then compare run quality side by side.
When ICP criteria are explicit, exports include fit reasons reps can reuse in first-touch personalization. That is the difference between a contact dump and an outreach-ready cohort.
Discover, enrich, score, and export B2B leads in one workspace—so outreach starts after qualification, not before.