ICP Wizard Overview
How the ICP Wizard Works
The ICP Wizard builds the scoring model that TrailSpark uses to evaluate leads. You define your ideal customer across three dimensions -- account firmographics, contact personas, and behavioral signals -- each with both positive criteria and detractors. TrailSpark converts that into a structured model for automated lead scoring.
Three Creation Methods
TrailSpark offers three ways to build an ICP, each producing the same type of model:
| Method | Input | Best for |
|---|---|---|
| SparkSense Agent (Paid plans only) | Pulls data directly from your connected CRM | Teams with CRM integration who want automated analysis |
| Upload & Analyze | CSV uploads for accounts/opps, manual text for contacts/signals | Teams with CRM exports but no live integration |
| Describe Manually | Free-text descriptions for all components | Early-stage teams or new markets without historical data |
The method selector shows your remaining model capacity for the current billing cycle. SparkSense Agent requires a paid plan; Upload and Manual are available on all tiers.
What Gets Configured
Regardless of method, each ICP model includes:
Account Profile
Target company characteristics: industries, employee count ranges, regions, technology stack, business model. Also includes account detractors -- characteristics that indicate poor fit.
Contact Personas
The people you sell to: job titles, seniority levels, departments, decision-making authority. Also includes contact detractors (contacts that typically do not convert).
Behavioral Signals
Engagement patterns indicating buying intent (pricing page visits, demo requests, content downloads) and negative signals (blog-only visits, unsubscribes).
Wizard Flow
Each method uses a tabbed wizard with step-by-step progression:
- Completed steps show a checkmark and can be revisited
- The Review step is disabled until required steps are completed (Accounts for Manual mode; Accounts and Opportunities for Upload mode)
- Start Over resets all progress and returns to method selection (does not affect existing finalized models)
On the Review step, you run the analysis, preview the generated model, optionally add notes, then create the model. Once created, the model becomes active for lead scoring.
Model Limits
Your plan determines how many ICP models you can create per billing cycle. The wizard displays your remaining count before you begin. If you have reached your limit, admins and owners see an upgrade prompt; other roles see a message to contact their admin.
Finalized models count toward your montly limit. Deleting a model does not restore capacity within the current billing period.
Next Steps
- SparkSense Agent Mode -- AI-powered ICP creation from CRM data
- Upload & Analyze Mode -- CSV-based analysis with manual contact descriptions
- Describe Manually Mode -- Pure text-based ICP creation