The agent pulls every closed-won deal from the CRM and analyzes them across 40+ dimensions: industry, sub-vertical, company size, revenue band, funding stage, tech stack, geographic location, deal size, sales cycle length, entry point, first contact role, and product usage pattern post-close. It also pulls closed-lost deals and applies the same analysis to identify attributes that appear frequently in losses — the attributes to avoid, not just the ones to target. The output is a ranked attribute model, not a single-line ICP definition that everybody already knew.

Closing a deal is step one. The right ICP also produces customers who expand, renew, and refer. The agent layers in post-close data: expansion rate, churn rate, NPS score, and product usage metrics — segmented by the same firmographic and technographic attributes used in the win analysis. The ICP is refined to identify not just the deals that close, but the customers that stay, grow, and become reference accounts. Selling to the wrong ICP profile produces closed deals with high churn — selling to the right profile produces the compounding customer base.

The output isn't a dashboard — it's a document. The agent produces a documented ICP with three components: firmographic and technographic criteria for each tier (Tier 1 is the high-confidence win/LTV profile, Tier 2 is good-fit secondary motion, Tier 3 is longer-term), a set of explicit disqualifiers (attributes that predict loss or churn — procurement-led processes, legacy stack dependencies, early-stage pre-revenue companies), and a scoring rubric that sales reps can apply in qualification. The ICP is a tool, not a slide.

A documented ICP only creates value if it's operationalized — in the CRM, in lead scoring, and in the rep qualification workflow. The agent maps the ICP criteria to CRM fields and configures the account tier field to reflect the ICP scoring rubric. Lead and account scores are recalibrated against the new ICP model. The ICP criteria are surfaced in the rep's qualification workflow as a checklist — so the ICP isn't a document in a Notion page, it's the logic that runs the pipeline.