Define an Ideal Customer Profile to Score Leads

An Ideal Customer Profile (ICP) describes the people you want to meet at a conference: their role, seniority, industry, company size, and location, plus what makes a conversation worth following up. Conference Hero scores every lead at the conference against it, so the best matches rise to the top without anyone sorting a pile of badge scans by hand.

Create a profile

Go to Ideal Customer Profiles in the sidebar (under Leads) and click New profile, or pick New profile on a conference's Ideal Customer Profile tab. You can also create one in step 2 of the conference setup wizard.

1. Describe who you want to meet in a sentence or two, the way you would to a teammate. For example: "Marketing VPs and directors at US banks and insurers with 1,000+ employees."
2. Answer a few questions. The AI turns your description into a draft and asks about anything still vague, like which seniority levels count or which regions. Click the options that fit or type your own. Skip anything that doesn't matter.
3. Check the rules. Each rule has an importance: Must-have, Important, or Nice to have. Add signs of interest to look for in your team's notes (for example "Has budget this year") and people to rule out (competitors, students, vendors pitching you).
4. Name it and save. The AI suggests a name; type your own at any step and it stays. Choose how much the score comes from fit versus signs of interest. The default is 75% fit, 25% interest.

Prefer to skip the AI? Click Build it by hand and add the rules yourself.

Tell it about your company and competitors

Scoring only knows what you tell it. An admin can fill in Settings > Workspace > About your company once: your company name, what you sell, and your competitors (one per line, with the website if you know it). Every profile uses it.

• A Competitors rule-out checks each lead's company name, website, and email domain against that list, plus any names you add to the rule-out itself.
• Without a list, a Competitors rule-out only catches companies that clearly sell the same thing you do. Name them to be sure.
• If you add a Competitors rule-out while building a profile and no list exists yet, the AI asks which competitors to rule out.
• Every rule-out has a details line where you can add names or specifics.

Saving changes there re-scores leads at your upcoming and live conferences.

The default profile

The first profile you create becomes the workspace default. Conferences without their own profile use it, and so do leads that aren't tied to a conference. Admins can make another profile the default from the profile's menu on the Ideal Customer Profiles page.

Use a profile for a conference

Open the conference and go to the Ideal Customer Profile tab. Pick a saved profile, or leave it on the workspace default. Changing the profile re-scores the conference's leads. The tab also shows how many leads are Hot, Warm, and Cold, and the best matches so far.

A profile is optional. Without one (no profile on the conference and no workspace default), leads still get a basic score from their title, company, and details. Upcoming and live conferences in that state show a short banner with a Set up a profile link. Click Not now to hide it for that conference.

Edit or delete a profile

Editing a profile re-scores the leads at the upcoming and live conferences that use it. Completed and archived conferences keep their scores, so past reports don't shift.

Admins can delete a profile once no upcoming or live conference uses it. The default can't be deleted while other profiles exist: make another one the default first. Deleting a profile never changes scores that were already given.

Related

• How lead scoring works - how a lead's score and temperature are worked out, and how to override them.
• Importing leads - imported leads are scored against the profile too.
• Creating a conference - pick or build a profile in step 2 of the wizard.