What's in the template
Section 1: Firmographic criteria. Industry, revenue, employee count, geography, ownership.
Section 2: Technographic criteria. CRM, marketing automation, adjacent tech stack.
Section 3: Behavioral and intent signals. Hiring, funding, product launches, leadership changes.
Section 4: Outcomes data. Historical win rate, NRR, sales cycle length, expansion velocity by segment.
Section 5: Disqualifiers. The list of attributes that automatically rule an account out.
Section 6: Scoring weights. How each criterion contributes to the composite ICP score.
Section 7: Real customer reference list. Five to ten current customers that exemplify each ICP segment.
How to use the template
Pull your closed-won customer list from the last 24 months. Score each against the template criteria.
Segment by retention and expansion. The accounts that closed, retained, and expanded define your real ICP.
Set weights based on which criteria correlated most with success. Often firmographic + technographic + outcomes data carry the most signal.
Apply the scoring to open pipeline. Anything above threshold gets named-account treatment. Anything below gets routed differently or declined.
Template formats
Editable Excel and Google Sheets. Self-serve for SDR teams and marketing.
Salesforce-native ICP scoring. Custom fields on the Account object plus a calculated composite ICP score that updates automatically. Inside Prolifiq CRUSH, the ICP score gates account planning workflows.
Common ICP template mistakes
Building the template once and never updating. ICPs decay every 6 to 12 months.
Skipping the outcomes data section. Without historical data, the ICP is hypothesis, not insight.
Not setting disqualifiers. Disqualification is the highest-leverage filter.
Static scoring without reviewing weights against new data. Iterate quarterly.
Frequently asked questions
Where can I download a free ICP template?
This page provides editable Excel and Google Sheets templates, plus a Salesforce-native version for automatic account scoring.
How often should an ICP be refreshed?
At least annually. Many teams revisit the ICP every 6 months alongside territory and quota planning.
What sections should an ICP template include?
Firmographic, technographic, behavioral and intent, outcomes data, disqualifiers, and scoring weights.
CTA
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