You can draft an ICP from a few companies you'd like more of, without putting them in a list first. filtrat reads each company, finds what they have in common, and drafts one ICP that you review before adding it.
What you need
- The Growth plan or higher (credit packs don't unlock it).
- Your company set up in Targeting.
- Optional: a connected LinkedIn account. With one, filtrat also reads each company's LinkedIn page. Without one, only the websites are read.
Draft the ICP
- In Targeting, choose New ICP for your company, then From example companies.
- Paste 2–5 websites or LinkedIn company pages, one per line. For example
nowo.se,https://www.linkedin.com/company/nowo/,smartpension.co.uk. Addresses are cleaned up for you:www., trailing slashes and pages such as/homeor/aboutdon't matter, and the same company pasted twice counts once. - Choose Find what they have in common. Reading takes up to about 40 seconds.
- Check the result. Each company shows how it was read:
- ✓ read: its website and its LinkedIn page (when it has one).
- ◐ partly read: one of the two couldn't be read. Hover to see why.
- ⚠ couldn't read: hover to see why, such as a site that blocks automated reading with a captcha, a site that doesn't answer, LinkedIn not connected, or a LinkedIn page that wasn't found.
- Choose Review and add. The suggestion opens in Targeting. Edit anything, then choose Add this ICP. Its criteria are created from the texts.
A company's website and its LinkedIn page count as one company. If you paste both, you see one chip.
What the ICP contains
- Who you sell to: what the examples do, who they sell to and how. It also gets the facts their LinkedIn pages show: their LinkedIn industry, a company size range, and the countries where they're headquartered. The size range covers the examples' sizes plus one LinkedIn size band either side. For example, a company with 11–50 employees and one with 201–500 give 1–1,000 employees. The range never includes a size your company profile rules out. These facts are used as Sales Navigator filters when you search with the ICP.
- Who you talk to: the roles that buy what you sell at companies like these, taken from your company profile. It isn't based on who works at the examples.
- Who is not a fit: your competitors, kinds of company the examples aren't, and anything your profile or your other ICPs rule out. It never excludes the examples' own sizes or countries.
- Buying triggers, pains and why they buy.
Under the name, Based on sums up the facts, for example "Industries: Financial Services ×2 · Size 11–500 · Sweden, United Kingdom".
When it doesn't work
- We could read fewer than 2 companies. At least 2 must be readable. The message lists which companies couldn't be read and why. Try the company's LinkedIn page instead of a blocked website, or pick other examples.
- The examples look like companies you ruled out. Your company profile or one of your ICPs says these aren't a fit (for example, more than 1,000 employees). Change Not a fit, or pick other examples.
- They don't have enough in common. Pick companies that bought for the same reason.
Cost
Reading the companies and drafting the ICP is free. Each LinkedIn page that's read counts toward your LinkedIn account's daily activity.
Pick examples that teach something
- Choose companies that bought for the same reason. Three logistics firms that bought to cut hiring time say more than five unrelated customers.
- Keep sizes in a similar range. A 20-person agency and a 5,000-person enterprise rarely share an ICP, and the size filter would cover everything in between.
- Leave out the odd one. A company that doesn't fit with the rest is ignored, but the ICP is clearer without it.
To start from more than 5 companies, put them in a company list and use Suggest ICP there (up to 50). See Find companies like your best customers.