Your Ideal Customer Profile isn’t set in stone. This workflow shows how RevOps teams use Lusha to keep their ICP evolving—combining verified data, live signals, and real conversion outcomes to stay aligned with what drives revenue today.
Your ICP isn’t static and neither is the market.
Company attributes, buyer roles, and engagement patterns shift every quarter.
The teams that rely on last year’s ICP definitions end up targeting companies that no longer look like their best customers.
This workflow shows how RevOps teams use Lusha to keep their Ideal Customer Profile continuously refined—powered by verified data, live signals, and real outcomes.
Overview
Goal: Maintain a data-driven, always-current Ideal Customer Profile (ICP).
Tools: Lusha, CRM (Salesforce, HubSpot), data warehouse or Google Sheets, automation tools.
Use case: ICP definition → enrichment → validation → continuous optimization
1. Start with real performance data
Before adjusting your ICP, analyze what’s actually working.
Export a list of your closed-won and closed-lost opportunities from your CRM and enrich it with Lusha.
This gives you a verified dataset of what your real buyers look like: industry, size, tech stack, and seniority.
By grounding your ICP in verified data instead of assumptions, you’ll see clearer patterns of what truly converts.
2. Enrich your pipeline with Lusha data
Use Lusha to fill gaps across your CRM and active pipeline:
- Company size and growth rate
- Department structure and key contacts
- Verified job titles and seniority levels
- Geographic and industry segmentation
With complete, consistent data, RevOps can segment by attributes that actually influence conversion and revenue velocity.
3. Validate your ICP with real signals
Static attributes tell you who to target, signals tell you when.
Layer in buying signals like job changes, new hires, or headcount growth to validate whether your ICP segments are active and expanding.
When RevOps notices clusters of winning accounts showing the same patterns, those indicators become the new benchmarks for targeting and scoring.
4. Automate your refresh cycle
The best ICPs evolve automatically.
Set up a monthly or quarterly automation that re-enriches your CRM and performance data with Lusha, updates fit and intent scores, and refreshes dashboards.
This creates a living model that reflects your current best customers, not the ones from last year.
5. Share insights across GTM teams
A refined ICP is only valuable if it’s used.
Sync the latest definitions with Marketing, Sales, and Customer Success so everyone targets, prioritizes, and communicates with the same clarity.
When GTM teams operate from one live data source, pipeline quality, conversion rates, and efficiency improve across the board.
Why it works
- Keeps your ICP aligned with actual conversion data
- Replaces assumptions with verified information
- Adapts targeting to market and buyer behavior changes
- Creates a unified GTM focus around real-time insights
Workflow Summary
Enrich → Analyze → Validate → Automate → Share
FAQs
An ICP refresh is the process of updating your Ideal Customer Profile using verified, current data and real performance results to ensure ongoing accuracy and relevance.
Lusha provides verified company and contact data, plus live signals, that show which segments are growing, active, or converting. This allows RevOps to build ICPs grounded in evidence, not assumptions.
Most high-growth RevOps teams refresh their ICP quarterly, using Lusha’s automation capabilities to re-enrich data and revalidate segments continuously.
A verified ICP ensures GTM teams focus only on accounts with proven conversion potential, improving efficiency, revenue predictability, and marketing ROI.
