An ICP (ideal customer profile) describes who your best customers are. Caard scores every lead against your ICP profiles so you know who to follow up with first.
Reading a score
Each lead gets an overall fit rating:
| Fit | Default threshold |
|---|
| Strong fit | 80+ |
| Good fit | 60+ |
| Moderate fit | 40+ |
| Weak fit | 20+ |
| No fit | below 20 |
Filter the lead list by ICP fit after an event to work the strongest leads first.
Building a profile
Create profiles at Leads → ICP → Builder. A profile includes:
- Criteria — weighted conditions, marked must-have or nice-to-have
- Disqualifiers — conditions that automatically rule a lead out
- Dimension weights — how much Company, Prospect, Geo, and Behavioral each count (they sum to 100%)
- Thresholds — the score cut-offs for each fit level
You can run a Core profile alongside Experiment profiles that test a hypothesis with a decision date and success threshold.
The ICP guide
Not sure where to start? Leads → ICP → Guide walks you through it:
- Learn — short guidance on what makes a strong ICP: anchor on lifetime value, use verifiable signals, keep must-haves few.
- Your company — describe what you sell, to whom, and your pricing.
- ICP document — upload or paste any existing ICP, positioning, or sales playbook.
- AI draft — Caard generates a complete profile from your inputs, ready to review and save.
Rescoring
When you change a profile, existing scores go stale. A banner offers to rescore all leads — progress is shown while it runs, and you can trigger a rescore manually at any time.
ICP analytics
Leads → ICP → Analytics shows fit distribution, criteria hit rates, score trends over time, source breakdowns, and how ICP fit correlates with pipeline stages — useful for checking whether your profile actually predicts wins. 