Describe who buys from you, or hand over the deal history. Okou returns an ICP written as thresholds you can sort a list by — plus the disqualifiers, which is the half most teams never write down.
An ICP describes the company worth selling to, not the person who signs. It is useful only when each criterion is a threshold a list can be sorted by — headcount band, a function that exists, a trigger inside a window.
The half that gets skipped is the disqualifiers. Without them an ICP tells a rep who to chase and nothing about who to decline, which is where the quarter is actually lost.
Four parts, each testable against your own history.
Size, sector, geography, and stage, written as bands rather than adjectives.
The funding round, the new ops hire, the migration — and the window in which each one matters.
Which roles appear, which hold budget, which can block, and what moves each.
The signals that predict a loss or a churn, with the evidence and whether each is a hard no.
The profile decides which accounts are worth researching. The workflow below does that research and drafts the outreach it justifies.
ICP documents generated from a supplied sample deal history, written as thresholds a list can be scored against.
An ICP where every criterion carries a threshold and the win-rate evidence behind it, plus the buying committee as observed in the sample.
Two candidate profiles scored against six identical criteria, with the trade-off the score hides and the decision that follows.
The anti-ICP: five hard declines and one soft flag, each traced to a pattern in the supplied losses and churn, with what the list cannot see.
Connect your CRM and let Okou score accounts against these criteria as they arrive, so the profile does work rather than sitting in a document.
HubSpot
Apollo
Google Sheets
NotionConnect the apps that contain the latest source material. Reuse the steps as a workflow. Add an automation only when the workflow should start from a trigger or schedule.
Describe the customers you believe you are for and it builds a hypothesis, labelled as one, with the evidence you would need to confirm or kill each criterion.
A persona describes a person. An ICP describes a company and is written to be applied to a list, which is why every criterion here carries a threshold.
Quarterly. Score last quarter's closed-won against it; if the closed-lost score just as highly, the criteria are not discriminating and need rebuilding.
Okou also has the prospect list builder and the market research report generator.
Connect your CRM and let Okou score accounts against these criteria as they arrive, so the profile does work rather than sitting in a document.