Define your ICP and personas

AI builds your Ideal Customer Profile and three personas from Business Context. Here’s how to refine them.

Last updated May 27, 2026

TL;DR. AI generates your Ideal Customer Profile (industry, company size, pain points) and three buyer personas from your Business Context. Refine them under Settings → ICP & Personas — every downstream AI feature uses them.

When to use this

After completing onboarding (the wizard builds them automatically), and any time your target market shifts — new segments, new use cases, new buyer titles.

What an ICP is, in this product

Two things stacked:

  • ICP (Ideal Customer Profile). Company-level filters — industry, size band, geography, signals of fit (tech they use, role count, growth stage). Used as a yardstick for the lead enrichment fit score.
  • Personas. Person-level archetypes — titles, day-to-day pains, what they're trying to achieve, what they object to. Three personas by default (e.g. "Head of Marketing at a 50-person SaaS"). Used when AI drafts replies or playbook messages — each persona gets its own copy line so your outreach doesn't read identically to two different buyers.

How to refine them

  1. Open Settings → ICP & Personas.
  2. Review the AI-generated ICP fields. Tighten the industry list, adjust the company-size band, add or remove pain points.
  3. Click into each persona. Edit the title, daily pain points, primary goals, top objections. Aim for 2–4 sentences per field — prose, not bullets.
  4. Save.

Common questions

How are the personas generated? Growth Brain reads your Business Context and your industry / segment signals and proposes three personas that span the buyer-spectrum (e.g. champion + economic buyer + end user). You can rewrite them entirely if the auto-generated ones miss.

Can I add a fourth persona? The current cap is three. Three is usually enough to cover the most common B2B buying committees, and limiting them keeps the AI sharper when generating per-persona copy.

Does the fit score on saved leads update if I edit the ICP? No — fit scores are frozen when a lead is enriched. Re-enrich a lead manually (open it in /find and hit "Refresh enrichment") to recalc the fit score against your latest ICP.

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