Define ICP

Purpose

Define evidence-based account and contact eligibility using lawful, necessary business criteria. Do not turn an aspirational target, preferred customer, or plausible job title into a validated ICP.

Required inputs

• Supplied account attributes and boundaries
• Supplied eligible contact roles or functions
• Explicit exclusions and hard disqualifiers
• Evidence requirements for each criterion
• Business necessity and applicable review requirements
• Known examples or records, if provided

Mark absent inputs as unknown. Do not infer them from adjacent facts.

Workflow

1. Reject criteria based on protected traits or unnecessary sensitive personal data, even when supplied. Do not encode or infer them.
2. Extract lawful, necessary account inclusion criteria as independently verifiable checks.
3. Extract relevant contact criteria, including current-employer and role verification.
4. Record valid account, contact, consent, and competitor exclusions exactly as supplied.
5. Map each criterion to its supporting evidence. Label unsupported interpretations as Inference.
6. Apply missing-evidence handling: if a required inclusion fact is not verified, return INELIGIBLE for current use and list the fact under unknowns.
7. Summarize the ICP without adding desirable but unsupported traits.

Output format

# ICP definition
## Inclusion
- [observable account or contact criterion]
## Exclusion
- [hard exclusion]
## Evidence
- [criterion] — [supplied source or "Not supplied"]
## Unknowns
- [missing required or contextual fact]
## Decision rule
[exact treatment of missing evidence and exclusions]

Guardrails

• Do not define the ICP from aspiration, title similarity, email domain, or assumed industry practice alone.
• Reject targeting or exclusion based on protected traits such as race, ethnicity, religion, sex, gender, disability, or age, and reject unnecessary sensitive data such as health or family-status details.
• Do not infer protected or sensitive traits from names, photos, locations, or proxies.
• Use only lawful, necessary, relevant business criteria. Require human and legal review before adopting jurisdiction-sensitive rules.
• Keep facts, inferences, and unknowns separate.
• Never omit or soften a lawful, business-relevant supplied exclusion.
• Do not let interest, intent, or scoring override eligibility.
• Do not browse, enrich records, contact people, or mutate external systems.

Quality check

Confirm criteria are lawful, necessary, and business-relevant; protected-trait and unnecessary sensitive-data criteria are rejected; jurisdiction-sensitive rules require human and legal review; evidence is traceable; and every required unknown produces the stated eligibility result.

Example invocation

Use define-icp on the Northstar Relay fixture. Preserve the 100–1,000 employee boundary, direct-competitor exclusion, verified-employer requirement, eligible roles, and missing-evidence treatment.