Building an Ideal Customer Profile

Your Ideal Customer Profile (ICP) teaches Goava what your best customers look like, so it can score and rank prospects accordingly.

When to use this

You’re new to Goava and want relevant suggestions from day one. Before building an ICP, the Goava Score is guessing. After you feed in 10-20 of your best customers, prospecting surfaces look-alikes instead of a generic list.
Your sales strategy just shifted. If you used to sell into SMB and are now moving upmarket — or adding a new vertical — build a second ICP from your new target-segment customers so reps prospecting in that motion see the right companies ranked first.
Win rates are uneven across segments. If you win 30% of deals with manufacturing accounts and 8% with retail, build a manufacturing-specific ICP and a retail-specific ICP. Reps pick the right one for the motion they’re running that day.
You want to test an expansion hypothesis. Build an ICP from your top 20 expansion/upsell accounts and use it to find prospects that match — these tend to be your fastest-closing deals.

Upload at least 10 customers to Goava. You can import them via Settings > Import > Import companies from file.
Organize your best customers into a list (e.g., “Our Customers” or “My Pipeline”).

Click Ideal Customer Profiles in the left sidebar.
Click the + button at the top of the ICP sidebar panel to create a new profile.
Select one or more lists containing companies that represent your ideal customer. Goava will analyze these companies to build the profile.
Wait for the profile to generate. Once complete, you’ll see:
- Profile Description — An AI-generated summary of what makes these companies similar.
- Scoring Dimensions — Factors like Employees, Industry, Revenue Change, Revenue in Euro, Location, and Company Age, each with an importance indicator.
- Geography Distribution — A map showing where your ideal customers are located.
- Company Type Distribution — A table of company types ranked by Goava Score.
- Revenue Distribution — Revenue ranges ranked by Goava Score.
- Employee Distribution — Employee count ranges ranked by Goava Score.
- Industry — Industries ranked by Goava Score.
- Technographic Distribution — Technologies used, ranked by Goava Score.
To refine the profile, click Update profile and adjust your source lists.
To start prospecting, click Create segment with this profile.

Good to know: You can create multiple ICPs for different customer segments — for example, one for enterprise and one for SMB.