# Ideal Customer Profile (ICP) > The firmographic companies you sell to — powering lead discovery, sales targets, fit scoring and AI context. Category: Knowledge Center Source: https://doc.checkgrow.com/docs/ideal-customer-profile ## Overview Your Ideal Customer Profile describes the *companies* you sell to — "Firmographic targets your company sells to — used as context in every AI Assistant chat and AI Agent run." An ICP defines business types (B2B, B2C, B2B2C, B2G), sales cycle, headcount and revenue bands, target countries, industry verticals, keywords, target seniorities and the titles of the key people you sell to. Where [Buyer Personas](https://doc.checkgrow.com/docs/buyer-personas) describe the people your marketing speaks to, the ICP is the company-side target — it drives lead discovery, sales targets, fit scoring and AI context across the platform. > **The single highest-leverage record in your Knowledge Center** > > One well-defined ICP powers lead search in [Companies](https://doc.checkgrow.com/docs/companies), auto-built targets in [Sales](https://doc.checkgrow.com/docs/sales), fit scores on every tracked company, Sales Brain messaging lanes and the context behind every AI conversation. ![Image #1 — Ideal Customer Profile cards with business types, firmographics, countries and key people](https://doc.checkgrow.com/images/docs/icp-page.jpg) ## Who needs it Define at least one ICP if you are: - *Prospecting* — lead search in [Companies](https://doc.checkgrow.com/docs/companies) is blocked until an ICP exists ("Pick a target before searching"). - *Running a sales team* — the ICP's key people titles decide which contacts are found and scored on every tracked company. - *Serving multiple markets* — create one ICP per segment and mark your canonical one as primary. - *Using the AI daily* — the ICP is injected into every assistant chat and agent run, keeping strategy advice pointed at the right companies. > If the page shows "Define your Ideal Customer Profile", click **Add your first ICP** — **Generate from company knowledge** drafts one for you in seconds. ## How to use it 1. **Add ICP**Click **Add ICP** to open the dialog, then click **Generate from company knowledge** to let the AI draft the whole profile from what the platform already knows about your business. 2. **Confirm the business model**In the Business Model section, answer "Who do you sell to?" (B2B, B2C, B2B2C or B2G) and set the "Sales cycle length". 3. **Set firmographics and geography**Pick any number of "Company size (employees)" and "Annual revenue" bands, choose your "Target countries", and select industry verticals from the LinkedIn taxonomy. Add keywords to sharpen matching. 4. **Define the key people**In the Key People section, set the "Target seniority" and add job titles — click "Suggest titles" and the AI proposes titles to add to the selected chip list. 5. **Mark as primary ICP**Toggle **Mark as primary ICP** on your canonical profile — one primary ICP per company — then save. ![Image #2 — Add Ideal Customer Profile dialog with Generate from company knowledge, keywords and business model](https://doc.checkgrow.com/images/docs/icp-add-dialog.jpg) ## Where your ICP works for you The ICP isn't a document that sits still — it actively powers five parts of the platform: ### 1\. Find leads In [Companies](https://doc.checkgrow.com/docs/companies) → Search, your ICP is converted into the company search query. Click **Run search** to find up to 400 matched companies. Without an ICP the search is blocked — "Pick a target before searching". ### 2\. Build sales targets The ICP's key people titles decide which people are searched on each tracked company's LinkedIn and auto-scored 0–100. Matches appear as "ICP target" rows (with the matched title) in Companies → Targets, and mirror live into each rep's target list in [Sales](https://doc.checkgrow.com/docs/sales). ### 3\. Company fit scoring The ICPs selected in Tracker Settings drive the 1–10 AI fit score shown on every tracked company, so your team sees at a glance how well a company matches your target. ### 4\. Sales Brain audiences Each ICP can become a messaging lane in the Sales Brain, with its own approved message references — so outreach to different company types stays consistent. ### 5\. AI context everywhere Your ICP is injected as an "Ideal Customer Profile" block into every [AI Assistant](https://doc.checkgrow.com/docs/ai-assistant) chat and [AI Agent](https://doc.checkgrow.com/docs/ai-agents) run — this is how it informs campaign strategy discussions. Note that actual campaign audience targeting uses [Buyer Personas](https://doc.checkgrow.com/docs/buyer-personas), not the ICP. ![Image #3 — Companies Search tab — ICP chips driving a company search with hundreds of matched companies](https://doc.checkgrow.com/images/docs/icp-apollo-search.jpg) ## Related features [Companies — search for leads and track targets matched to your ICP](https://doc.checkgrow.com/docs/companies) [Sales — where ICP-matched targets land in each rep's list](https://doc.checkgrow.com/docs/sales) [Buyer Personas — the people-side counterpart for campaign targeting](https://doc.checkgrow.com/docs/buyer-personas)