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:

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.

The Default ICP

The default ICP is an unconditional catch-all: it scores every account that does not match the Eligibility rules of any other ICP. Because it catches everything, a default ICP has no Eligibility rules of its own — an ICP either is the default (no rules) or is scoped by rules, never both. If you add Eligibility rules to an ICP that was the default, it becomes a scoped ICP instead, and it no longer acts as the catch-all.

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.

Having no default is allowed. A workspace can run with zero defaults: accounts that match no Eligibility rules are then left unassigned and are not evaluated. This is a deliberate setup when you only want to score specifically-scoped accounts. When there is no default, the Hub shows an informational note (not an error) explaining that unmatched accounts won't be evaluated, with a shortcut to set a catch-all default if you want one.

Archiving and deleting an ICP

Each row's ⋮ menu offers lifecycle actions that depend on the ICP's status:

Archive retires an ICP without touching its data: it stops being used to assign or score accounts, but its scope rules, role definitions, and everything it already scored stay in place and linked. Re-activate brings it straight back into rotation.

Delete is permanent and only available for a draft that has never run, or an archived ICP that has never scored a buying group (no role assignments or account-coverage history). Once an ICP has scored a buying group, TrailSpark blocks deletion — archiving is the intended end state, so the data behind past scores and role assignments isn't lost. Deleting a never-used draft removes nothing else; deleting a never-used archived ICP removes its scope rule and role definitions, though any lead or account scores it already produced stay in your data (just no longer linked to that ICP).

Show archived

Archived ICPs are hidden from the Hub by default. If your workspace has any, a Show archived toggle with a count badge appears above the list — turn it on to view and manage them.

Primary ICP and "Also matches"

When TrailSpark evaluates an account:

1. It walks the ICP list from highest to lowest priority.
2. The first ICP whose Eligibility rules the account satisfies becomes the Primary ICP — the one the account is scored against.
3. 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:

1. 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.
2. 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.

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:

1. Search for the account by name in the ICP Override panel.
2. Open the dropdown next to the account and select the ICP you want it to use.
3. 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.

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