Overview
The Website Visitors in Custom ICP release introduces a powerful new way to incorporate real buying intent directly into ICP definitions.
Until now, ICP creation relied primarily on firmographic and static signals. With this update, GTM teams can now factor in account-level website engagement — including visit volume, recency, page-level interest, and funnel-stage behavior — when defining what an ideal customer truly looks like.
This moves ICP from a static “fit” construct toward a behavior-aware prioritization engine.
What’s New
🔍 Website Visitors Signal Category
A new Website Visitors section is now available inside the Custom ICP builder.
Users can configure four independent visitor dimensions:
📊 Number of Visits
Define a visit-count range (min–max) and assign:
• High
• Medium
• Low
weightage to accounts whose activity falls within that range.
🕒 Last Visited Date (Recency Filter)
Apply time-based constraints such as:
• Last 7 days
• Last 30 days
• Custom date range
📄 Pages Visited
Select from tracked pages (e.g., Pricing, Contact Us, Product):
• Choose one or more pages
• Assign High / Medium / Low weightage
Accounts visiting these pages receive ICP credit accordingly.
🔥 Funnel Page Type (TOFU / MOFU / BOFU)
Leverage existing page-to-funnel classification to score visits across:
• Non-listed Pages
• TOFU
• MOFU
• BOFU
Users can assign weightage to each funnel stage, and scoring is applied automatically based on page category.
Why It Matters
Intent-Aware ICPs – Move beyond static fit to include real-time buying signals.
Sharper Prioritization – Surface accounts that are both ideal-fit and actively researching.
Higher Trust in Scores – Sales teams can finally see engagement reflected in ICP logic.
Reduced Manual Triage – No need to cross-reference ICP dashboards with website analytics.
Greater Adoption of Custom ICP – More flexible controls lead to deeper configuration and usage.
How It Works
Navigate to Setup ICP → Custom ICP.
Select Website Visitors from the available signal categories.
Configure one or more visitor dimensions:
Visit count range
Last visited window
Pages
Funnel stage
Assign High / Medium / Low weightage to each configured condition.
The ICP Scoring Engine evaluates accounts continuously as new website activity arrives.
Updated ICP scores surface in:
Target Account List
ICP hover states
ICP breakdown views
Final ICP buckets (High / Medium / Low) or numeric scores reflect the cumulative impact of website engagement.