ICPs (Ideal Customer Profiles)

An ICP (Ideal Customer Profile) defines the characteristics of companies and contacts you want to target, along with the data points you want to collect about them.

What is an ICP?

ICPs are the foundation of Linkt workflows. They specify:

Mode - Whether to discover new entities or monitor existing ones
Entity targets - The types of entities to discover with targeting criteria
Criteria and enrichment - Defined in entity target descriptions

The ICP-level name and description fields are for display purposes in the UI only. The actual targeting criteria and enrichment configuration is defined in each entity target's description field.

ICP Modes

The mode field controls how Linkt uses your ICP:

Mode	Purpose	Use Case
`discovery`	Find new entities matching your criteria	Lead generation, prospecting
`monitoring`	Track changes to existing entities	Account monitoring, signal detection

Discovery Mode

Use discovery mode when you want to find new companies or contacts:

{
  "name": "New Enterprise Leads",
  "mode": "discovery",
  "entity_targets": [
    {
      "entity_type": "company",
      "description": "## Criteria\n- Enterprise software companies\n- Series B or later\n- US-based headquarters"
    }
  ]
}

Monitoring Mode

Use monitoring mode to track signals and changes for accounts you're already tracking:

{
  "name": "Key Account Monitoring",
  "mode": "monitoring",
  "entity_targets": [
    {
      "entity_type": "company",
      "description": "## Signal Types\n- Funding announcements\n- Leadership changes\n- Product launches"
    }
  ]
}

Entity Targets

Each ICP can target one or more entity types. Entity targets define what types of records to discover and any child entity requirements.

Field	Type	Description
`entity_type`	string	Type of entity: `company`, `person`
`description`	string	Criteria specific to this entity type
`desired_count`	integer	For child entities, how many to find per parent

Single Entity Target (Companies Only)

{
  "entity_targets": [
    {
      "entity_type": "company",
      "description": "B2B SaaS companies with 100-500 employees"
    }
  ]
}

Multi-Entity Target (Companies + Contacts)

When targeting both companies and people, use desired_count to specify how many contacts to find per company:

{
  "entity_targets": [
    {
      "entity_type": "company",
      "description": "Mid-market software companies"
    },
    {
      "entity_type": "person",
      "description": "Decision makers: VP Sales, CRO, or Head of Revenue",
      "desired_count": 3
    }
  ]
}

Entity Hierarchy

When you include both company and person entity targets, discovered people are automatically linked to their parent company via the parent_id field. See Entities for more details.

Writing Entity Target Descriptions

Each entity target's description field should be markdown-formatted with two sections. This is where you define the actual criteria and enrichment that drives the AI agent's research.

Criteria Section

Filterable requirements that entities must match. Be specific and measurable:

## Criteria
- B2B SaaS companies
- 100-500 employees
- Headquarters in the United States
- Series A funding or later
- Not in the healthcare or government sectors

Criteria Best Practices

Write criteria that can be objectively verified. Avoid vague terms like "fast-growing" or "innovative" unless you define measurable thresholds.

Enrichment Fields Section

Custom data points the AI will research for each entity. These become custom fields on your sheet:

## Enrichment Fields
- Primary product offering
- Target customer segment (SMB, Mid-Market, Enterprise)
- Key competitors
- Recent funding round details (amount, date, investors)
- Tech stack (based on job postings)

Complete Entity Target Example

{
  "entity_targets": [
    {
      "entity_type": "company",
      "description": "## Criteria\n- B2B SaaS companies providing sales or marketing software\n- 50-500 employees\n- Headquartered in the United States\n- Has raised Series A or later funding\n- Annual revenue between $5M-$50M (estimated)\n\n## Enrichment Fields\n- Primary product category\n- Target customer persona\n- Pricing model (subscription, usage-based, etc.)\n- Key integrations offered\n- Recent product announcements (last 6 months)\n- Main competitors (top 3)"
    },
    {
      "entity_type": "person",
      "description": "## Criteria\n- VP of Sales, CRO, or Head of Revenue\n- At least 2 years in current role\n- Has direct reports\n\n## Enrichment Fields\n- Years at current company\n- Previous companies\n- Areas of expertise",
      "desired_count": 2
    }
  ]
}

Next Steps

Sheets - Store entities discovered from your ICP
Tasks - Create workflows using your ICP
Entities - Understanding entity data structure
API Reference - Complete ICP endpoint documentation