How to add, edit, or modify ICPs

How to Add, Edit, or Modify ICPs

ICPs can be customized to better reflect your actual ideal customers. You can edit existing ICPs, create new ones, or delete ICPs that aren't relevant.

Accessing ICP Editor

1. Navigate to ICPs and Leads

2. Click on the ICP you want to modify

3. Click "Edit ICP" or click the edit icon (pencil/gear)

4. The ICP editor opens

Alternatively, to create a new ICP:

1. Navigate to ICPs and Leads

2. Click "+ Add New ICP" or "Create ICP"

3. The ICP creation form opens

Editing ICP Match Criteria

Match criteria determine which companies are included or excluded when Eve searches for companies fitting this ICP.

Match Criteria Components:

Fit Criteria:

• Specific characteristics companies must have to be considered a match

• Examples: "Using Salesforce CRM," "50-500 employees," "Series A-C funded," "Growing headcount rapidly"

• Add Fit Criteria: Click "+ Add Fit Criteria" and describe the characteristic

• Edit Fit Criteria: Click on existing criteria to modify

• Delete Fit Criteria: Click the X or delete icon next to criteria

Best Practices for Fit Criteria:

• Be specific: "Growing 20%+ YoY" is better than "fast growth"

• Focus on observable characteristics Eve can identify

• Include 5-10 fit criteria—not too few (too broad) or too many (too restrictive)

• Prioritize criteria that indicate actual need for your solution

Industry Insights:

• Why this industry or segment is a good fit for your offering

• What unique characteristics make them need your solution

• Market trends or dynamics that create opportunity

• Edit Industry Insights: Modify the text to better explain industry fit

Pain Points:

• Common challenges this ICP faces that your solution addresses

• These pull from your GTM AI Profile but can be refined per ICP

• Add Pain Points: Click "+ Add Pain Point"

• Edit Pain Points: Click on existing pain points to modify

• Delete Pain Points: Remove pain points not relevant to this ICP

Location:

• Geographic targeting for this ICP

• Options: Specific countries, regions, global, or exclude certain locations

• Edit Location: Modify to expand or narrow geographic scope

• Example: "North America" vs. "United States only" vs. "Global"

Company Size:

• Employee count range

• Adjust based on who your product serves best

• Examples: "10-50," "100-500," "1,000-5,000," "5,000+"

• Edit Company Size: Modify the range to reflect your target segment

Editing Target Personas

Target personas define WHO at companies you should reach within this ICP.

Persona Components:

Persona Name and Overview:

• Role title (e.g., "VP of Sales," "IT Director," "CFO")

• Brief description of what will resonate with this persona

• Edit: Modify to better reflect your target role

Likely Titles:

• Specific job titles this persona might have

• Eve uses these when searching for prospects

• Examples for "IT Leader" persona: "CIO," "VP of IT," "IT Director," "Head of Technology"

• Add Titles: Include additional job titles that fit this persona

• Remove Titles: Delete titles that don't align

Best Practice: Include 5-10 likely titles covering variations (VP vs. Vice President, Director vs. Head, etc.)

Goals and KPIs:

• What this persona is trying to achieve

• Metrics they're measured on

• Examples: "Increase team productivity 20%," "Reduce churn," "Improve forecast accuracy"

• Edit Goals: Modify to reflect this persona's actual priorities

Pain Points:

• Role-specific challenges this persona faces

• Different from company-level pain points—these are individual frustrations

• Examples: "Spending 10 hours/week on manual reports," "Can't get visibility into team performance"

• Add/Edit/Delete Pain Points: Customize to this persona's actual struggles

Value Drivers:

• What motivates this persona to take action

• What they value most in solutions

• Examples: "Easy implementation," "Executive-ready reporting," "Team adoption," "ROI visibility"

• Edit Value Drivers: Align with what actually drives purchase decisions for this role

Adding Personas to ICPs

If an ICP doesn't include all relevant personas you want to target:

1. In the ICP editor, scroll to Target Personas section

2. Click "+ Add Persona"

3. Fill in:

   • Persona name

   • Overview/description

   • Likely titles

   • Goals and KPIs

   • Pain points

   • Value drivers

4. Save the new persona

Best Practice: Include 3-4 personas per ICP. More than 5-6 personas may indicate the ICP is too broad and should be split.

Deleting Personas

If a persona isn't relevant to this ICP:

1. Navigate to the persona in the ICP editor

2. Click "Delete Persona" or the delete icon

3. Confirm deletion

The persona is removed from this ICP (but this doesn't affect other ICPs that may include the same persona).

Creating New ICPs

To create an entirely new ICP:

1. Click "+ Add New ICP" in the ICPs and Leads section

2. Provide:

   • ICP Name: Descriptive name (e.g., "Enterprise Financial Services Firms")

   • Overview: Brief description of this customer segment

   • Match Criteria: Fit criteria, industry insights, pain points

   • Location: Geographic targeting

   • Company Size: Employee count range

   • Target Personas: Add 3-4 relevant personas

3. Save the new ICP

Eve will begin researching companies that match your new ICP criteria.

Deleting ICPs

If an ICP isn't relevant or useful:

1. Navigate to the ICP you want to delete

2. Click the three dots menu or settings icon

3. Select "Delete ICP"

4. Confirm deletion

Warning: Deleting an ICP removes all associated companies and leads from that ICP. Any active campaigns using that ICP won't be affected (they continue with the leads already enrolled), but you can't add new leads from a deleted ICP.

ICP Modification Best Practices

Start Broad, Then Narrow:

• Begin with Eve's generated ICPs

• Run campaigns to test which characteristics correlate with success

• Narrow criteria based on performance data

• Example: Start with "SaaS companies 100-1,000 employees," narrow to "200-500 employees" if that range performs best

Use Real Customer Data:

• Analyze your existing best customers

• What characteristics do they share?

• Which industries, sizes, and situations appear most frequently?

• Use these patterns to refine ICP criteria

Test One Change at a Time:

• Modify one aspect of an ICP and test impact

• Don't change multiple criteria simultaneously—you won't know what made the difference

• A/B test when possible (create two similar ICPs with one variable different)

Quality Over Quantity:

• Tighter, more specific ICPs outperform broad ones

• Better to have 100 highly qualified companies than 1,000 mediocre fits

• Adjust criteria to increase match score average (see Match Scores section)

Align with Sales Feedback:

• Share ICPs with sales team for feedback

• Do these match the deals you actually win?

• Are personas accurate to who you typically engage?

• Adjust based on frontline insights

Common FAQs: How to Add, Edit, or Modify ICPs

Q: How do I know if my ICP criteria are too broad or too narrow? A:

• Too broad: You're getting 500+ companies per ICP with low average match scores (<65)

• Too narrow: You're getting fewer than 50 companies per ICP

• Just right: 100-300 companies with average match scores of 70-85+ Monitor campaign performance—if you're getting lots of irrelevant responses or few responses at all, adjust accordingly.

Q: Can I edit an ICP while campaigns using that ICP are running? A: Yes, but changes only affect NEW companies searched after the edit. Existing companies and leads in active campaigns aren't retroactively updated. If you make significant ICP changes, consider creating new campaigns to leverage the updated targeting.

Q: Should I create very specific ICPs or broader ones? A: Lean toward specific. Specific ICPs enable more relevant messaging and better targeting, which improves response rates. You can always create multiple specific ICPs to cover different segments rather than one overly broad ICP. Specificity compounds—better targeting → better messaging → better results.

Q: What's the minimum number of fit criteria I should include? A: Include at least 3-5 meaningful fit criteria. Too few (1-2) and the ICP is likely too broad, catching too many poor fits. Aim for 5-10 criteria that meaningfully narrow down to companies that genuinely need your solution and can afford it.

Q: Can I use the same persona across multiple ICPs? A: Yes, absolutely. If you're targeting CIOs across both "Healthcare" and "Financial Services" ICPs, include the CIO persona in both. You may customize persona details slightly per ICP (e.g., healthcare-specific pain points for the Healthcare ICP's CIO persona).

Q: How many personas should each ICP have? A: 3-4 personas is ideal. At minimum, have 2 personas. More than 5-6 suggests the ICP may be too broad. Each persona should represent a meaningfully different role with different goals and pain points. If personas are very similar, consolidate them.

Q: What if I don't know what criteria to use for my ICP? A: Start with Eve's suggested ICPs and run initial campaigns. Analyze which companies respond positively and which don't. Look for patterns in:

• Company size of responders vs. non-responders

• Industries with best engagement

• Common characteristics of converted leads Use this data to refine ICP criteria over time. ICPs evolve with learning.

Q: Can I create an ICP for a very niche market? A: Yes. Niche ICPs often perform extremely well because targeting is precise and messaging is highly relevant. However, be prepared for smaller company pools. If your niche is very small (< 50 companies globally), you may need to expand criteria slightly or accept that this ICP will have limited scale.

Q: How do I add company-specific attributes like "Uses Salesforce" to match criteria? A: In the fit criteria section, add criteria like "Uses Salesforce CRM," "Built on AWS," "Uses HubSpot," etc. Eve will attempt to identify companies meeting these technology criteria during research. Note that technology stack information isn't always publicly available, so results may vary.

Q: What happens to existing leads if I modify an ICP? A: Existing leads already found and added to campaigns remain unchanged. ICP modifications only affect future company searches. If you significantly change an ICP and want to find companies under new criteria, you'll need to research additional companies (see "How to Add Companies" section).

Q: Should pain points in ICPs be company-level or individual-level? A: ICP pain points should be company-level challenges. Individual-level pain points belong to personas within the ICP. For example:

• ICP pain point: "Struggling to scale operations efficiently"

• Persona pain point: "Spending 15 hours/week on manual reporting" This distinction keeps your targeting strategic (company) and your messaging personal (individual).