TL;DR: ICP Hub is the configuration layer behind your Lusha recommendations feed. Reps define their ideal customer in plain language directly from the feed. Admins set a shared profile, including intent topics and CRM deduplication, that the whole team inherits from day one. The feed already works without it; ICP Hub makes it work for you specifically.
Your sales recommendations feed works from day one. When you open Lusha, two scored tables are already there: top companies and top contacts, ranked by signal strength and ICP fit. You don’t need to configure anything to get a starting feed.
But “starting” is the key word.
Without ICP configuration, Lusha generates your feed from platform signals and account history. It’s a reasonable approximation. With ICP Hub, the feed reflects your actual pipeline criteria: the industries you target, the seniority levels you call, the company sizes that convert. The more specific you are, the more the feed looks like a list you’d have built yourself (except you didn’t have to).
This guide walks through how to configure your ICP in Lusha, for both individual reps and admins setting up a team-wide profile.
Before you start: know what you’re configuring
ICP Hub has two layers.
The first is your profile criteria: the firmographic and demographic attributes that describe your ideal customer. Industry, company size, revenue range, geography, seniority, job function. These are the hard filters that define who belongs in your feed and who doesn’t.
The second is intent topics: the research signals that indicate a company is actively looking at problems your product solves. Intent topics are set at the account level by your admin and apply across the whole team.
Together, these two layers tell Lusha’s scoring engine what to prioritize. Profile criteria define the universe. Intent topics surface the accounts in that universe that are showing buying signals right now.
If you’re a rep, you configure your profile criteria via ICP Hub. If you’re an admin, you configure both.
For reps: configure your ICP Hub on your recommendations feed
Lusha lets you describe your ideal customer in plain language directly from your recommendations feed, without needing to go into settings.
Step 1: Open your recommendations feed
Go to Lusha Home and open one of your recommendation lists. The ICP refinement option is available on recommendation-based lists, not static or manually created ones.
Step 2: Click “Refine what you’re looking for”
You’ll find this button at the top right of your recommendation list.
Step 3: Describe your ideal customer
Use a short sentence to tell Lusha who you want to reach. You don’t need a formal ICP document. A prompt like “Show me VP of Sales at B2B SaaS companies in the US with 200 to 1,000 employees” is enough to start. Lusha translates your input into structured attributes and shows you a preview before applying.
If you’re not sure what to write, use the suggested filter options below the prompt for guidance.
Step 4: Review and apply
Lusha shows you the structured preferences it picked up from your description. Review them, adjust if needed, then click Apply. Your recommendations will refresh within 24 hours to reflect your updated ICP.
You can refine once every 24 hours per list. Changes take effect in the next daily refresh, so check back the following morning to see your updated feed.
What this covers: job title, seniority, industry, company size, geography, and more. The more specific your description, the tighter the feed.
For admins: set a team-wide ICP profile
If you’re a sales manager or admin, you can set an ICP profile that applies to every rep on your team, including new hires. This means the whole team prospects from the same targeting logic from day one. No tribal knowledge. No onboarding gap.
There are two parts to the admin configuration: setting search filter defaults and mapping intent topics.
Set search filter defaults
Lusha’s search filters are the core of ICP definition. When you configure these for your team, they shape what the recommendations engine treats as a match. The key filters to define for your ICP are:
- Industry and specialties. Select the industries and sub-industries you target. You can also use Company Keywords, which are AI-extracted tags from company descriptions, for more granular targeting. Combining industry filters with specialties gives the best coverage.
- Company size. Set headcount and revenue ranges that reflect the accounts that convert for your team. You can select multiple ranges to match a broader band.
- Geography. Target by country, state, or city. For territory-based teams, this is where you assign coverage boundaries.
- Seniority and job function. Define which levels you call and which departments you focus on. The more precisely you define this, the fewer off-ICP contacts surface in the feed.
- Technology. If your product integrates with or competes against specific tools, use the Technology filter to target companies running the relevant stack.
Each filter supports up to 100 values and can be set to include or exclude specific criteria. Excluded values appear in red; included values appear in blue.
Map intent topics (admin only)
Intent topics are the signal layer on top of profile criteria. They tell Lusha which research behaviours to watch for across your target market.
To set intent topics, go to Account Settings and select Intent. Choose the topics that match the problems your product solves. If you leave this blank, Lusha will automatically assign calculated topics based on your ICP and account history. Manually selected topics produce more accurate intent-based recommendations.
Admins can update intent topics once every 30 days. Topic mapping applies to all users in the account.
Once topics are set, Lusha’s AI compares them against real-time research signals from across the web and surfaces the companies in your ICP that are actively showing those signals. These appear in the intent-based recommendations section of Lusha Home.
Connect your CRM for deduplication
One of the most underused parts of ICP configuration is CRM connection. When you connect Salesforce or HubSpot to Lusha, existing records in your CRM are excluded from your recommendations feed. Reps only see net-new leads that match the ICP.
This means no duplicate outreach, no risk of calling accounts already in someone else’s pipeline, and no credits spent on contacts your team has already worked.
To connect your CRM, go to Settings and select Integrations. Salesforce, HubSpot, monday CRM, Pipedrive, Zoho, and Bullhorn are supported.
Once connected, CRM deduplication happens automatically. Your feed reflects your actual whitespace: accounts that match your ICP and aren’t already in your pipeline.
What changes after you configure
The feed was already running before you did any of this. What configuration does is make it yours.
Before: Lusha generates a generalised feed based on platform history. You see accounts that are broadly relevant.
After: Lusha surfaces accounts that match your specific criteria, ranked by how well they fit your ICP and how strongly they’re showing buying signals right now. The Signals column on each account tells you exactly what triggered the recommendation: a new hire, a funding round, hiring growth, intent activity, a CRM match.
For reps, this means spending less time deciding who to call and more time actually calling. The accounts you’d normally spend the first thirty minutes of your morning finding are already there when you log in.
For admins, it means every rep, including the one who started this week, is working from the same targeting logic. Pipeline quality becomes a system property, not a rep-by-rep variable.
Quick-start checklist
If you want to get your ICP configured in under five minutes, focus on these four things first:
- Define your core firmographics (industry, company size, geography). These are your hard filters and have the biggest impact on feed quality.
- Set your seniority and job function targets. This determines which contacts surface as top recommendations.
- Connect your CRM. If you’re on Salesforce or HubSpot, do this first. Deduplication is one of the highest-value configuration steps and takes two minutes.
- Set intent topics (admins). Even a rough set of intent topics sharply improves the signal-based recommendations your team sees.
Everything else, including tech stack filters, revenue ranges, and more granular geography, can be refined over time. The feed updates daily, so improvements you make today start showing up tomorrow.
[Configure your ICP Hub in Lusha ->]
Keep reading:
