You describe the client you want
On the ICP screen you fill in one profile per kind of client:
- industry, company size and stage
- other signals, in your own words: “has an in-house product team”, “raised in the last 12 months”
- the roles that hire you: VP Product, Head of Marketing
- their pain points and what they care about
If you sell to two kinds of client, add two profiles. Each visitor is scored against all of them.
Every company gets a score
The score runs from 0 to 100 and comes with a tier: ideal, potential, likely not a fit, not a fit. In Leads > Companies it sits next to the company’s size, its website and LinkedIn, and how many sessions it has had. A two-person startup that bounced off your homepage and a 200-person software company on its third visit to your case studies stop looking alike.
The chat asks what the score can’t know
Company data says nothing about the problem, the timing or who else decides. So your playbook (Brain > Playbooks) holds three qualifying questions, drafted from your ICPs and positioning, each with what a good and a bad answer sounds like. You can rewrite them in your own words.
The chat asks at most one, and only once it knows the company, so it never asks anything the company data already says. When the visitor answers well, Slack gets a line under the lead’s alert: moved to Decision, and the question they answered. The whole conversation sits in the alert’s thread.
You set the bar
You choose which fit tiers are worth an interruption: by default, ideal and potential. A company below that still gets its questions answered, and the visit is logged. Nobody gets pinged. A visitor who starts a chat always reaches your team, whatever their fit, so a serious inquiry from an unexpected company isn’t lost.
On the Growth plan, the model is built from your own closed-won clients instead of a preset.