Icp

Who we sell to. Persona pain, targeting rules, and engagement signals.

Narrative

The brand story for this area. Researcher, Copywriter, and Gatekeeper all read this to internalize icp.

Last edited 5/31/2026, 11:28:49 AM

Company revenue range

Target companies sit in this revenue band (USD). Outside this range is a hard exclusion filter for outreach.

USD

SAP team size range

Number of SAP-dedicated FTEs at the target company. Mid-size SAP teams are the sweet spot — too small and they don't have the backlog pain, too large and they have their own platform team.

people

Required sub-vertical signals

A target must show at least one of these operational patterns to be a fit. Add a new signal when you see a new pattern in your best customers.

Order driven operationsSupply constrainedFrequent urgent sap change requestsModernizing supply chain or erpPressure to respond faster without dev capacity

High-intent engagement signals

What a commenter or reactor does that marks them as worth progressing to Outreach. The Engagement Monitor uses this list to score commenters.

Commented keyword triggerTitle matches primary champion or co championCompany passes icp filterMentioned specific sap transaction or moduleMentioned current s4 migration

Medium-intent engagement signals

Worth watching, not yet worth progressing. CISO-style commenters, partial-fit titles, generic likes-and-replies.

Title matches pressure driverCompany passes icp filter partiallyLiked and repliedCiso commenter

Competitor companies — do not engage

Employees from these companies should never be progressed to Outreach, even if their comments look promising. Updating this list takes effect on the next workflow run.

CelonisSAP_AGMendixOutSystemsUiPathPower_BI_Microsoft