scalematic.
FrameworkOutboundLead Routing 2 min read · v1.2 · July 2026

ICP Modeling Guide

Build a tiered Ideal Customer Profile from your own closed-won and closed-lost data, then turn it into targeting criteria your outbound can actually filter on.

Executive summary

What problem does this solve?

Most companies define their ideal customer from memory and optimism, then spend a year discovering the list does not convert. This framework derives your ICP from the deals you actually won and lost, then turns it into tiered targeting criteria your outbound can filter on.

Business outcome

  • Know exactly which accounts are worth outreach
  • Stop spending budget on accounts that never close
  • Give every rep the same definition of a good lead
  • Cut research time before a list is built
  • Turn win/loss history into a targeting asset
Revenue maturityLvl 1–3

Start here. Almost every other workflow depends on this being defined.

Implementation effort
12implementation hours
People required
FounderMarketingSalesRevOpsDeveloper

Founder input is required — this encodes their judgment.

DifficultyIntermediate
Business impactVery High
Time to install1–2 days
Automation55%
MaintenanceLow
OwnerRevenue Engineering
Required software
ClayClaudeHubSpotBuiltWith
Required integrations
CRM exportClay enrichmentClaude Code
Architecture

How the system fits together

ICP Modeling Guide — system architecture 1 AI steps
100%
01 · Source
02 · Enrich
03 · Analyze
04 · Define
05 · Activate

Hover a node for detail, or tap a tool below to see where it runs.

Highlight tool
Replicated playbook

Replicated from the ICP Modelling Playbook. Step order, tier criteria, and tool choices preserved from the source; presentation and verification checkpoints are ScaleMatic additions.

The problem it solves

Most teams define their ICP from memory and optimism. The result is a list that looks reasonable and converts terribly — because it was never derived from which deals actually closed, and which ones quietly wasted six months.

Expected outcomes
  • A three-tier ICP derived from real closed-won and closed-lost patterns
  • Negative indicators that exclude accounts before you waste outreach on them
  • An "Ideal 150" account list your outbound can start on immediately
Who it's for
  • Founders running outbound
  • RevOps leads
  • Agencies building target lists
Implementation

7 steps, start to finish

Pull both closed won and closed lost deals. Losses are where your negative indicators come from — an export of wins alone cannot produce an exclusion list.

Where
HubSpot / Salesforce / Attio → Deals → filter by stage → Export to CSV.
Configuration
  • Stages: Closed Won AND Closed Lost
  • Include: deal value, sales cycle, close date
  • Date filter: last 12-18 months
Expected result
One CSV containing both won and lost accounts, each with deal value, sales cycle length, and close date.
Test it
Count rows by stage. Both Closed Won and Closed Lost must be non-zero, and every close date must fall inside your 12-18 month window.
If it fails
If only wins appear, the stage filter excluded losses. Re-export — Step 4's negative indicators cannot be derived without them.

Prompt library

Copy-ready prompts

Tuned for Claude, GPT, Gemini, and Grok. Copy and run.

Win/loss pattern analysis
You are a revenue analyst. Below is a dataset of closed-won and closed-lost accounts with firmographic, technographic, and behavioral enrichment. Identify: (1) traits shared across wins, (2) traits shared across losses, (3) negative indicators that should disqualify an account outright, (4) the 5 attributes most predictive of a win. Return a tiering recommendation with explicit thresholds.
FAQ

Common questions

Related resources

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Prevent Double-Messaging Across Email and LinkedIn

An n8n workflow that detects a reply on either channel and instantly blocklists the lead on the other — so nobody gets a cold email from you the day after they replied on LinkedIn.

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Install this system

Build it yourself, or have it installed

The documentation above is complete — everything you need is on this page. The only question is whether you want to spend the time.

Do it yourself

Free · 1–2 days

Have ScaleMatic install it

Done with your team

Follow the documentation
Complete implementation
Configure every tool yourself
Tool configuration included
Troubleshoot issues yourself
Tested and supported setup
Train your team on it
Team training and SOPs included
Time investment: several hours or days
Guided implementation

We diagnose the constraint first — if this system isn’t what you need, we’ll say so.