Create an ideal customer profile

An ideal customer profile (ICP) does three jobs: sourcing plans use it to find leads, agents use it to decide which contacts they may work, and its description goes into the agent's instructions so the emails speak to the same buyer.

Create one

1. Open Outreach > Ideal Customer Profile and click New profile.
2. Give it a Name, such as "Mid-market SaaS VPs", and leave Active on.
3. Under Who is this buyer?, write a Description in plain words: who they are, what they care about and why they'd buy from you. Without one, agent emails won't be ICP-aware.
4. Fill in the Sourcing criteria you know: Job titles, Seniorities, Company size, Industries, locations, Specific domains and Keywords.
5. Under Which CRM contacts may an agent work?, tick the contact sources an agent may take. Leave them all unchecked to allow any source.
6. Click Create profile.

Attach it to an agent

Open the agent, choose Setup > Skills, and pick the profile under Audience & ownership > Ideal Customer Profile. Once attached, the ICP decides who the agent enrolls.