Free tools / ICP rule builder

From positioning to executable logic

Turn your ICP into rules another operator can apply consistently.

Define the account unit, mandatory criteria, positive indicators, exclusions, evidence and treatment of unknowns. The output is a qualification contract, not an AI-generated persona.

Define the qualification contract

Write one rule or evidence source per line. Avoid vague labels such as “innovative” unless you can name observable evidence.

This determines identity, ownership and deduplication.
Unknown is a valid state. It should never silently become qualified.
Every rule must pass for the account to qualify.
Use these to prioritize qualified accounts, not to override requirements.
Name the commercial reason an account should not enter the motion.
List sources an operator can inspect and date.

Your text stays in this browser. This tool sends no form data and intentionally creates no share URL because ICP details can be commercially sensitive.

A useful ICP is a decision contract

An ICP written only as positioning prose cannot govern a list. An executable ICP names the account unit, hard requirements, useful indicators, exclusions, acceptable evidence and what happens when the evidence is missing.

Requirements are different from indicators

A requirement decides whether the account belongs. An indicator changes priority after qualification. Keeping them separate prevents an exciting signal from rescuing a company the offer cannot credibly serve.

Carry the decision into the CRM

Preserve the reason, evidence, date and review owner. A rejected account should not reappear from the next data source, and an uncertain account should not be presented as qualified.

Read how to define an ICP for outbound, then model the result in the Outbound TAM Coverage Planner.

Make the market executable

Need to pressure-test the criteria?

We turn market judgment into governed account rules, coverage and workflows during a GTM Engine Review.

Book your GTM Engine Review