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An Ideal Customer Profile (ICP) defines the characteristics of the companies most likely to buy from you. harp uses your ICP to score every account on a 0-100 scale.

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Creating an ICP

Go to ICP and click Create ICP. Give it a name (e.g., “Mid-market SaaS”) and add criteria.

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Criteria

Each criterion has:
  • Field — which account attribute to evaluate (industry, employee count, etc.)
  • Operator — how to compare (equals, contains, greater than, etc.)
  • Value — the target value
  • Weight — how important this criterion is relative to others
Example criteria:
  • Industry equals “Software” (weight: 30)
  • Employee count between 50-500 (weight: 25)
  • Location contains “United States” (weight: 20)

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Personas

Add personas to your ICP to define the types of people you want to reach at matching companies. For example:
  • VP of Sales
  • Head of Revenue Operations
  • CTO at companies under 200 employees
Personas help harp prioritize which contacts to surface.

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How scoring works

harp evaluates each account against your criteria and produces a weighted score from 0 to 100. Higher scores mean a better fit. You can score accounts individually from the account detail page, or score all accounts in bulk from the Targets page.
Start with 3-5 criteria and refine as you learn which accounts convert. Over-specifying your ICP narrows your pipeline too aggressively.