Managing Multiple ICPs
A workspace typically runs several ICPs at once — acquisition, expansion, renewal, and so on. TrailSpark assigns each account to exactly one Primary ICP by walking your ICPs in priority order and stopping at the first one whose Eligibility rules the account matches. The rest of this page explains how to manage that order, understand when accounts overlap more than one ICP's scope, and override the assignment for individual accounts.
The ICP Hub
Navigate to ICP Management (/icp) to see the ICP Hub. This is the single place to manage every ICP in your workspace.
Each row in the list shows:
| Column | What it means |
|---|---|
| ICP name | The name you gave the ICP |
| Motion badge | The go-to-market motion preset (e.g. PLG Acquisition, Renewal) |
| Default badge | Shown when this ICP is the fallback for accounts that match no other scope |
| Scores leads / Buying group chips | Whether individual lead scoring and buying-group intelligence are on |
| Role count | Number of buying-group roles defined (buying-group ICPs only) |
| Status | Active, Paused, or Draft |
| Priority | Numeric priority; lower numbers rank higher |
ICPs with no Eligibility scope rule appear below all scoped ICPs and can't be reordered until a scope rule is added.
Adjusting priority order
Use the up and down arrows on each row to change an ICP's position. The row at the top of the list has the highest priority. The order you see is the order TrailSpark uses when it decides which ICP an account belongs to — the first match wins.
Reordering takes effect immediately. A reassignment sweep runs in the background and updates any account whose Primary ICP changes as a result.
The Default ICP
One ICP should be marked as the default. The default catches any account that does not match the Eligibility rules of any other ICP. If no ICP is marked as the default, the Hub shows a warning banner and accounts with no rule match won't be assigned.
You set the default in the ICP's Setup step. Only one ICP can be the default at a time — marking a new one as default clears the previous one.
Primary ICP and "Also matches"
When TrailSpark evaluates an account:
- It walks the ICP list from highest to lowest priority.
- The first ICP whose Eligibility rules the account satisfies becomes the Primary ICP — the one the account is scored against.
- Any additional ICPs whose Eligibility rules the account also satisfies appear as Also matches.
This means an account always has exactly one Primary ICP (or none, if the default is not configured and no rules match), and zero or more secondary matches. Secondary matches do not affect scoring — they are surfaced so you can see where scope overlap exists.
The ICP assignment card
On any account or lead detail page, the ICP Assignment card shows:
- Scored against — the account's Primary ICP (shown as a badge)
- Also matches — any additional ICPs the account's Eligibility rules satisfy (shown as secondary chips)
- Refine scope → — a link back to the ICP Hub when a primary or secondary ICP is present
If the "Also matches" section shows ICPs you did not expect, the Eligibility rules on those ICPs are broader than intended. Narrow them in the ICP's Eligibility step, or adjust the priority order so the right ICP wins.
Scope conflicts
The Scope Conflicts panel on the ICP Hub flags accounts that match the Eligibility rules of more than one ICP. For each flagged account, it shows:
- The account's current Primary ICP (the one with higher priority)
- The ICPs it would also match (the ones that lost the tie)
The panel scans your most recent accounts — if your workspace is large, the scan is bounded to keep load manageable.
When you see a conflict, you have two options:
- Narrow the Eligibility rules on one of the competing ICPs so the account only matches one. This is the right fix when the overlap reflects a genuine misconfiguration.
- Adjust priority order so the correct ICP ranks higher. This is the right fix when the overlap is intentional (e.g. an enterprise subset of a broader mid-market scope) and you just need to confirm which one wins.
| Situation | Fix |
|---|---|
| Account matches two ICPs that should not overlap | Narrow Eligibility on the broader ICP |
| Overlap is intentional, wrong one wins | Move the correct ICP higher in the list |
| One-off account needs a specific ICP regardless of rules | Use a pinned ICP override (see below) |
Pinned ICP override
The ICP Override panel at the bottom of the ICP Hub lets you assign a specific account to a chosen ICP, bypassing the normal priority resolution entirely.
To pin an account:
- Search for the account by name in the ICP Override panel.
- Open the dropdown next to the account and select the ICP you want it to use.
- The assignment updates immediately and a Pinned badge appears next to the account name.
To clear a pin, open the same dropdown and select (no pin — using scope resolver). The account reverts to the priority-based assignment on the next evaluation.
Pins are a targeted override, not a bulk tool. If many accounts need to land in a specific ICP, the right fix is to adjust the Eligibility rules so the priority resolver puts them there automatically.
Next steps
- Eligibility and Qualification — write Eligibility rules and understand how changes trigger reassignment
- Editing an ICP — change criteria, scope rules, and modes after an ICP is live
- Buying Groups overview — how role-aware buying groups work inside an ICP
- Signal and Role Attribution — configure which signals feed which roles across multiple ICPs