Define your ICP and first buying signals
Start from your website and customers to draft a practical account profile and a small signal watchlist.
How it runs
- Step 1
Read your positioning and customers
Use your website and customer examples to understand the problem you solve and who already buys.
- Step 2
Draft an evidence-based profile
Identify recurring company attributes and buyer responsibilities. Label assumptions where customer evidence is limited.
- Step 3
Choose signals to test
Select a few observable changes that relate to the problem. Review the profile before turning it into a prospecting audience.
Turn customer evidence into a starting profile
Start from your website and customers to draft a practical account profile and a small signal watchlist.
| Without Unify |  With Unify |
|---|---|
| The ICP is based on a broad market description. | Start with your positioning and actual customer examples. |
| Customer patterns and assumptions get mixed together. | Separate supported attributes from assumptions to test. |
| Signal lists grow without a clear connection to the problem. | Choose a few observable signals relevant to the buying need. |
Start from this prompt
Make it your own in Unify, then review the results.
Help me define our ICP and the first buying signals to watch, based on our website and customers
How it changes by who you sell to
- Software
- Company maturity, team structure and current tooling define the profile, and Clearbit and BuiltWith read all three from the CRM. Ask for the stack your customers share and for the funding stage where they first bought.
- Manufacturing
- Sites, production model and operational complexity matter more than headcount. Ask Unify to describe customers by number of plants and what they make, and to propose facility openings as the first signal.
- Financial services
- Regulatory pressure is a signal in its own right, and it is dated. Ask for the regulations your customers share, and propose new rules and compliance hiring as the first signals to watch.
- Healthcare
- Facility openings and system migrations are the signals that travel, more than headcount. Ask for the profile at the health-system level and for a watchlist built on EHR changes and new facilities.
- Professional services
- Practice launches and partner hires say more about readiness than firm size. Ask for the profile by practice mix and for a watchlist of new practices and lateral partner moves in your specialty.
Next in prospecting and research
+4Local businessesBuild a local-business territory listLocal businesses are found by category, city and what they run, and the owner is the buyer. Build the list, verify the contact, and skip the ones you already know.
+1List buildingBuild a lookalike list from your best customersStart from the accounts that actually closed and expand outward on what they share.
+5Contact discoveryFind and enrich the right account contactsBuild a contact list around the people you need to reach, with verified details ready for review.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
Questions about this workflow
What does Unify read to draft an ICP?
Your website through Exa, your customer records from Salesforce or HubSpot, and Clearbit firmographics to describe what those customers have in common.
What if my CRM is not connected yet?
Paste a few customer names into the prompt. Unify enriches them and drafts the profile from those examples.
What are first signals?
The two or three changes at a company that tend to precede a purchase from you, such as a hire, a tool change or a new facility, chosen to be watched first.
Is the profile something I can edit?
Yes. It is a draft with the evidence behind each attribute. Change what does not fit and use it as the filter for the other workflows.