Glossary
Ideal customer profile (ICP)
The description of the kind of company and person worth selling to, precise enough that a list can be built from it.
An ICP is not a persona and it is not a segment. It is a filter: the set of attributes that, taken together, produce a population you can write to. Firmographics (size, industry, geography, funding), technographics (what they run) and role attributes (title, seniority, function) are the usual axes.
The test of an ICP is whether it resolves to a countable population. If it produces twenty-five matches it is a typo; if it produces four million it is a market, not a profile. Both failures look identical in a tool that does not check.
What GTM does about it
GTM stores your ICP as human phrases and resolves them through the data vendor's own lookup, with the match count attached. The count is checked before the walk runs, so a bad ICP fails before it spends anything.
Where this lives in the product
More vocabulary
All termsThe glossary grows out of support questions, so a missing term is usually one nobody has had to ask about yet.
Everything above, running on your list
Describe the company, confirm the keywords, connect a channel. The agents take it from there, and Supervised mode is available when you want to review before sending.
Start with sales. $2,000 or $5,000 onboarding, then at least $250 monthly credit funding.