Define Your ICP Agent — Lantern

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Define Your ICP

Build your ideal customer profile from win data — not a whiteboard exercise.

The Brief

Most ICP definitions are built top-down: leadership decides what the best customer looks like based on intuition and aspirational targeting. The result is a profile that reflects who the team wants to sell to, not who they actually win with. The agent builds the ICP from the bottom up: analyzing closed-won deals across 40+ attributes, identifying the patterns that predict win rate and customer lifetime value, and producing a documented ICP that sales, marketing, and RevOps all use consistently. The ICP becomes a data artifact, not a slide in the deck that no one refers to.

Analyzes closed-won deals to find the real win pattern

The agent pulls every closed-won deal from the CRM and analyzes them across 40+ dimensions: industry, sub-vertical, company size, revenue band, funding stage, tech stack, geographic location, deal size, sales cycle length, entry point, first contact role, and product usage pattern post-close. It also pulls closed-lost deals and applies the same analysis to identify attributes that appear frequently in losses — the attributes to avoid, not just the ones to target. The output is a ranked attribute model, not a single-line ICP definition that everybody already knew.

Identifies which attributes predict LTV, not just close

Closing a deal is step one. The right ICP also produces customers who expand, renew, and refer. The agent layers in post-close data: expansion rate, churn rate, NPS score, and product usage metrics — segmented by the same firmographic and technographic attributes used in the win analysis. The ICP is refined to identify not just the deals that close, but the customers that stay, grow, and become reference accounts. Selling to the wrong ICP profile produces closed deals with high churn — selling to the right profile produces the compounding customer base.

Produces a documented ICP with criteria, tiers, and disqualifiers

The output isn't a dashboard — it's a document. The agent produces a documented ICP with three components: firmographic and technographic criteria for each tier (Tier 1 is the high-confidence win/LTV profile, Tier 2 is good-fit secondary motion, Tier 3 is longer-term), a set of explicit disqualifiers (attributes that predict loss or churn — procurement-led processes, legacy stack dependencies, early-stage pre-revenue companies), and a scoring rubric that sales reps can apply in qualification. The ICP is a tool, not a slide.

Syncs the ICP to CRM and scoring models

A documented ICP only creates value if it's operationalized — in the CRM, in lead scoring, and in the rep qualification workflow. The agent maps the ICP criteria to CRM fields and configures the account tier field to reflect the ICP scoring rubric. Lead and account scores are recalibrated against the new ICP model. The ICP criteria are surfaced in the rep's qualification workflow as a checklist — so the ICP isn't a document in a Notion page, it's the logic that runs the pipeline.

Today vs. With ABM Strategist

Define Your ICP

Works with

Three layers, one platform by Lantern

Every agent runs on three layers: a unified data model, 150+ enrichment providers, and an open-source engine where every decision is auditable.

Data Waterfall

150+ enrichment providers. Sequential routing optimized per segment. The best answer wins. No vendor lock-in.

Agent Engine

Open-source execution engine. Workflows defined in code. Human-in-the-loop checkpoints. Full audit trail on every action.

Revenue Ontology

Every data source normalized into one model. Entity resolution across systems. Relationships stored, not inferred. Schema that evolves with your business.

FAQ

Selling to the right customers is a data problem before it's a sales problem. This agent solves the data problem first.