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Sharpen your ICP and qualification rules

What you'll get: an ICP that matches your real target, the right company shape, plus clear rules the AI uses to judge every prospect the same way.

After onboarding you already have a starter ICP. This is where you make it yours.

1. Open your ICP​

Click ICPs in the sidebar, then open the one you want to work on.

The ICPs list

2. Check "Who qualifies": your hard filters​

On the Overview, the Who qualifies panel holds the quick, non-negotiable limits: company size, revenue, industries, locations, company types, the tools they use, and the department you sell into. Anything outside these is filtered out before the AI spends a second reasoning about it.

Click any field to edit it. Tighten the bands until they describe the companies you actually win.

The ICP overview: hard filters on the left, AI-evaluated qualification rules on the right

3. Add AI-evaluated qualification rules​

The AI-evaluated rules (under Who qualifies, shown on the right above) is where the judgment calls live. Click Add rule and fill in two things:

  • Rule name: a short label, e.g. "Runs an outbound sales team."
  • What the AI should look for: plain language describing what the AI should look for in the company's research.

Each rule becomes a card. Hover a card to edit or delete it. The AI checks every rule against the facts the Researcher gathered and shows its reasoning.

tip

Start with 2 or 3 rules that really separate a qualified prospect from a disqualified one. You can always add more and re-judge, see Re-tune your qualification rules and re-judge.

4. Add person-level rules on each persona​

A qualified company can still have the wrong contact. Open the Personas tab, pick a persona, and go to its Contact qualification rules sub-tab. Click Add rule and describe what makes a qualified person (e.g. "Owns the pipeline target"), using the same two fields as before.

A persona's Contact qualification rules

A contact only qualifies when both the company rules and the persona rules pass.

You'll know it worked when…​

Your Overview shows your own filters and qualification-rule cards, and your personas each list a rule or two. The next time you qualify a prospect, the verdict will cite exactly these rules.

caution

If the ICP is locked (it shows as validating/validated), you can't edit its filters or rules. Clone it first and edit the copy, see ICPs.