Why Your ICP Matters

Your Ideal Customer Profile tells the AI SDR Agent exactly who you're selling to. Without it, every VP at every Fortune 500 company looks the same. With a configured ICP, the agent prioritizes the people who actually match your business — a CMO at a mid-market company is scored differently than an HR Director at an enterprise, depending on what you defined.

The more specific your ICP, the better your leads. You can always adjust it later — every change triggers an automatic rescore of all leads.

Step 1: Navigate to the SDR Agent

Go to your Solution Dashboard → Team tab. Find the SDR Agent card. If the agent is inactive, clicking "Configure ICP" will automatically activate it.

Step 2: Select Target Seniority

Choose the decision-maker levels you sell to. Options:

C-Suite / Founder — CEO, CFO, CTO, CMO, President, Founders
VP / Director — VPs, SVPs, Directors, Managing Directors, Partners
Manager / Head of — Managers, Team Leads, Heads of departments
Senior IC / Staff — Senior engineers, architects, staff-level roles
Individual Contributor — Everyone else

Tip: Most B2B solutions should select C-Suite and VP/Director. Only add Manager if you sell to mid-level decision-makers.

Step 3: Select Target Functions

Choose the departments your buyers sit in. Options include Marketing, Sales, HR/People, Finance, Engineering, Operations, Product, Legal, Procurement, IT, and Executive/General Management.

Tip: Pick 1-3 functions. If you sell to "anyone," you sell to no one — the more focused, the better the leads.

Step 4: Select Company Size

Choose the company sizes you target:

Enterprise — 1,000+ employees (Fortune 500, major employers)
Mid-Market — 201-1,000 employees
SMB — 51-200 employees
Startup — 1-50 employees

Step 5: Select Industries and Regions

Choose the industries your buyers come from (optional — leave blank to target all industries). Select the geographic regions where your buyers operate: North America, Latin America, Europe, Middle East & Africa, Asia Pacific, or Global.

Step 6: Exclude Irrelevant Companies

In the "Exclude Companies" field, enter domains of companies that will never be your customers. For example, if you're a marketing agency, you might exclude other marketing platforms like hubspot.com or tech vendors like workday.com or rippling.com.

Separate domains with commas or new lines. You can also exclude domains directly from the Leads tab by clicking the down arrow on any lead.

Step 7: Save and Score

Click Save. The agent will immediately begin scoring all leads in Human Cloud's network against your ICP. This typically takes about 1 minute. You'll see the results in your Leads tab.

You can re-score at any time by clicking the "Re-score" button on the SDR Agent card, or by editing your ICP (which triggers an automatic rescore).

Tips for a Great ICP

Start narrow, expand later. It's better to get 10 highly relevant leads than 30 mediocre ones.
Use the domain exclusion list. Every vendor or competitor you exclude improves signal-to-noise.
Review and adjust monthly. As you see which leads convert, tighten your ICP.
Check your score breakdowns. Hover over any lead's score to see exactly why it ranked where it did.