Ideal customer profile software that starts from the deals you won
Most ICP tools ask you to describe your ideal customer, then score against your own description. Telepath derives the profile from your closed-won deals, weights each trait by how strongly it shows up across your wins, and scores every open deal with enough data to score on how closely it resembles them; low-data deals are left blank, not guessed. The result is written into HubSpot as a single property on each deal, where your reps can see it.
What ideal customer profile software does
Every B2B company has an ideal customer profile somewhere. Usually it is a slide: four or five traits written down in a workshop and not revisited since. The problem is not that the slide is wrong. It is that a slide is not a scoring system. “Mid-market SaaS, 200 to 500 employees” cannot help a rep decide which of forty open deals to work on a Tuesday morning, because it has no weights and so cannot rank anything.
ICP software does three jobs:
- Derives or captures the profile. What your best customers actually have in common: industry, size, region, deal shape, buyer role, how long the cycle ran.
- Weights the traits. If industry alignment carries far more of your model’s weight than company size does, the model says so, with a number.
- Scores against it. Every open deal or target account with enough data to score gets a score showing how closely it resembles the pattern, along with which signals matched and which were missing.
Job three is the one people buy. Jobs one and two are where tools differ, and where the value comes from.
The four kinds of ICP tool
Almost every product in this category is one of four things. They are marketed with similar language, so it is worth knowing which one you are evaluating.
add data to records you already have: firmographics, technographics, headcount, funding. They make your existing definition better informed. They do not tell you whether the definition was right.
tell you which companies are researching your category right now. That is a timing signal, not a fit signal. A company can be actively in-market and still be a bad customer.
score on how much someone is using your product or engaging with your content. That measures attention rather than fit. A poor-fit prospect who opens every email will outscore a perfect-fit prospect who does not.
compute the profile from your closed-won deals and weight the traits by how strongly they show up across the deals you have won. The model is derived, not declared.
Most stacks need more than one of these. Only the fourth answers “who should we be selling to?” from evidence rather than opinion, and it is the kind Telepath is.
Declared or derived: the question to ask any ICP tool
A lot of tools, including good and expensive ones, let you assign the weights by hand. You pick the signals that matter, give each a multiplier, and tune it over a few weeks until the results look right. That is faster and more consistent than a spreadsheet, and it is worth being clear about what it is: your hypothesis, applied at scale. If you set the weights, the model inherits your assumptions, including the wrong ones.
- You pick the signals that matter, give each a multiplier, and tune it over a few weeks until the results look right.
- your hypothesis, applied at scale
- If you set the weights, the model inherits your assumptions, including the wrong ones.
- Feed in the deals you closed, let the patterns across them decide what matters, and accept the answer even when it is uncomfortable.
- The most useful output is usually the trait you did not expect to matter.
- the profile it produces can tell you that the slide was wrong
A written-down ICP never can. There is a longer argument for this in why every definition of ideal customer profile describes a guess.
0 is a valid answer
Telepath shows a segment only when your won deals back it, never a forced split.
What Telepath produces
The distinct groups in your closed-won deals, as many as your data supports and none when it shows no real pattern, each described by the traits that define it, rather than one blended profile that describes none of them.
How much each trait carries, as a share of your model's weight, computed from your deals rather than assigned in a workshop.
A 0 to 100 measure of how closely each open deal resembles the deals you have already won, with the signals that matched and the ones that were missing.
The T-Score lands on each deal record as a single custom property, telepath_t_score, synced and scored nightly against your current model, so reps see it where they already work.
ICP Drift Intelligence tells you when the won deals your model was built from have moved away from it, so you decide when to refit.
A deal without enough data to score is left unscored rather than guessed, and a segment too small to be statistically real is flagged as such.
Every figure is computed from your data in code. The method, from closed-won export to weighted profile, is written up step by step in how to analyse your closed-won deals, and the full pipeline is on the how it works page.
Who this is for
B2B founders, sales leaders and RevOps teams with at least 10 closed-won deals who want their ICP derived from evidence rather than asserted in an offsite. Teams on HubSpot get the score written into the CRM; any CRM that exports a CSV can run the analysis. Under 10 won deals, neither the paid analysis nor the free report will run: the patterns are not statistically real yet, and the tool says so rather than inventing one.
Personal contact data never reaches the analysis: names, email addresses and phone numbers are stripped server-side before anything runs, and the column check shows you exactly what was removed.
Who Telepath isn't for
We'd rather tell you now than take your £1.
- You sell to one kind of customer. If every customer is, say, an accountancy firm of about the same size, you already know your ICP. Telepath earns its keep when you sell to several kinds of business and need to know which ones you actually win.
- You have fewer than 10 closed-won deals. Below 10 there is no pattern to find, and Telepath says so rather than guessing. Come back at 10; 30 or more is better.
- You close a handful of very large deals a year. A few wins are too few to learn from, however big they are.
- Your customers sign themselves up. With no sales pipeline, there are no open deals to score.
- You want a forecast. Telepath shows which open deals look like the ones you've won. It never predicts which will close.
- You want the scores in a CRM other than HubSpot. Today the scores live in HubSpot. Any CRM that exports a CSV can run the free report.
How to start
Start with the free ICP report: upload a CSV of your closed-won deals and receive your won-deal profile, a weighted qualification checklist and up to three target profiles where your data backs them, as a PDF, usually within a few minutes. No account, no credit card. If the profile it finds is one you want every open deal assessed against inside HubSpot, with Telepath telling you when it has moved so you decide when to refit, the paid plan does that for £199 a month, first month £1. Once connected, you can ask that profile questions in Claude through the Ideal Customer Profile MCP. If your deals live in HubSpot, the guide to finding your real ICP in your HubSpot pipeline data shows what to pull out first.
Ideal customer profile software FAQs
Software that turns a description of who you sell to into something a sales team can act on: a weighted profile and a score for each account or open deal with enough data, showing how closely it matches that profile. The tools differ mainly in where the profile comes from. Some ask you to type it in. Telepath derives it from the deals you have already closed.