For Sales, Revenue Leaders and Marketing · Guide · 2 min ·
Set up and use your ICP
Define who your best-fit buyers are, so Scalign scores every company you meet and you know which deals to prioritize.
Your ICP (ideal customer profile) is the rubric Scalign scores every company against. You decide what a good fit looks like. Scalign fills in each company's answers from what's said in your meetings and shows the fit wherever that company appears.
How the ICP works
The ICP is a list of attributes. Each one is a question with a set of possible answers, and you sort every answer into a fit category:
- Ideal (green): the companies you want more of.
- Not ideal (yellow): workable, but outside your focus.
- No-go (red): a dealbreaker.
- Neutral: doesn't count toward the score.
For example, an attribute might ask "Which CRM do they use?" with HubSpot and Salesforce as ideal and other CRMs as not ideal.
See how a company fits
Open a company and check Buyer attributes: what Scalign knows about the company and how it matches your buyer profile, with the reasoning behind each answer.
On the Companies page and in the meeting summary, each company shows its yellow and red flags and a count of attributes that are still unknown. Hover the count to see which ones.
Set it up
Your ICP lives on the Our Buyers page in Scalign. The quickest way for an admin to set it up or change it is to ask the assistant:
- Open the search-and-ask bar at the bottom of any page in Scalign.
- Describe the change, for example "Add an attribute for sales team size, with 4 to 50 reps as ideal" or "Make product-led companies a no-go."
- Review the change the assistant proposes and approve it. Nothing is saved until you do.
Use it
- Prioritize: the flags on the Companies page show which companies to push and which to question before you prep. See Prioritize and qualify your deals.
- Qualify: from a company page, ask "Is this a good fit?" to see which attributes match and which don't.
- Compare segments: in Claude or ChatGPT with Scalign connected, ask "Which companies we met this month fit our ICP best?" or "What objections come up most from ideal-fit companies?"
Keep it current
Your ICP is a rubric you build, so revisit it when the way you sell changes. A win/loss review is a good moment: if lost deals keep scoring as an ideal fit, adjust the rubric.
Still stuck? Email support@scalign.ai.