Lookalike Customers - Feature Guide

Section 1

The Two-Layer Model

The Lookalike feature adds a second layer on top of your existing ICP blueprint. The two layers do different jobs and neither replaces the other.

Layer 1 ICP Blueprint

→

action FILTER

→

Universe of
qualifying accounts

→

action RANK

→

Layer 2 Prioritised list
with badges

1

ICP Blueprint — the Filter

Your ICP definition (industry, size, geography, pain point) sets the hard boundary. Accounts that do not qualify are never generated or are removed. The blueprint always wins.

2

Lookalike Layer — the Rank

The two new fields in the Lookalike Customers card add a prioritisation signal on top of the filter. Accounts that closely resemble your reference clients receive a visible badge. They are not excluded from the ICP — they are surfaced to the top of the list.

Section 2

The Two Fields

Both fields live in the new Lookalike Customers card in your ICP Setup, placed between Company Profile and Pain & Problem.

Field 1 — Current ideal clients (lookalike references)

Enter the names of your 3–10 best existing clients as chips. These are the companies that get the most value from your offering and represent the type of client you want to replicate.

What the AI reads from these names: industry, sub-industry, company size bracket, growth stage, and market position. It uses these firmographic patterns to score new accounts against your reference set.

Field 2 — Relevant products / services within those clients

Free text. Describe which specific offering these clients use. This adds a solution-fit layer on top of firmographic matching.

Why it matters: Two companies can have identical firmographic profiles but completely different buying needs. Filling in Field 2 helps the AI identify accounts where your specific solution is most likely to be relevant — not just accounts that look like your clients on paper.

Section 3

The Lookalike Match Badge

After generating or scoring accounts, a badge appears on every account that has a lookalike signal. There are three levels:

Lookalike: High

Strong resemblance to one or more reference clients across industry, size, growth stage, and solution fit. Start your outreach here.

Lookalike: Medium

Partial resemblance — matches on some but not all dimensions. Worth pursuing after the High accounts.

Lookalike: Low

Little resemblance to reference clients, but fully qualifies under your ICP. Valid prospect, lower lookalike priority.

The badge appears in three places:

Board view (Kanban card)

Table / list view (below company name)

Prospect drawer (below Fit Reason)

Critical tip

Widen your ICP for lookalike searches

If your ICP is too narrow — say, only SaaS companies in the Netherlands with 50–200 employees — the AI has little room to find true lookalikes. The universe is too small for the lookalike layer to add meaningful signal.

The solution: when you fill in lookalike references, deliberately widen your ICP on one or two dimensions. Let the lookalike layer do the sorting — that is exactly what it is built for.

Industry Add adjacent sectors (e.g. Fintech alongside SaaS if your reference clients operate in both)

Geography Expand from one country to a region (Benelux, DACH) to open up new lookalike candidates

Company size Add a size bracket above or below if your reference clients sit near a boundary

Stage Add an adjacent stage (e.g. Established alongside Scale-up) if some reference clients are further along

Set the ICP for who can buy. Use the lookalike fields to surface who is most likely to buy.

Section 5

Practical Example

Situation: You sell a B2B revenue system. Your best clients are Dutch SaaS companies with 50–150 employees.

ICP Blueprint — widened

IndustriesSaaS, Tech, Fintech, Professional services

Size10–50, 50–200, 200–1,000 employees

GeographyNetherlands, Belgium, Germany

StageScale-up, Established

Lookalike Fields

Field 1 — Reference clientsHubSpot Partner X, SaaS Company Y, Scaleup Z

Field 2 — Relevant offeringRevenue consulting retainer, commercial strategy and outreach playbook

Result: The AI generates accounts across the wider universe. Companies closely resembling the reference clients in industry, size, and growth stage receive the Lookalike: High badge. Your sales team starts there — the conversion probability is highest.

Section 6

When to Use It

A

Proven segment — scale it out

You have several clients in the same niche. Add them as references and widen the geographic ICP to unlock new markets with the same profile.

B

Entering a new market

You have one or two anchor clients in a new segment. Use them as lookalike references to find similar accounts before you have a full track record there.

C

Large generated list — triage fast

You have 60+ accounts and need to prioritise. The badge is your triage guide: High first, then Medium, then Low. No manual scoring required.

D

Importing your own list

When you import a CSV, the app scores lookalike fit alongside ICP fit. Instantly see which accounts in your own database most resemble your best clients.

Section 7

What the AI Does

The analysis runs automatically every time accounts are generated, re-scored, or imported. Here is the sequence:

1

ICP filter applied

Only accounts that satisfy your ICP blueprint are included. This step is independent of lookalike data.

2

Firmographic comparison

The AI compares each qualifying account against the firmographic patterns of your reference clients: industry, sub-industry, size bracket, growth stage, and market position.

3

Solution-fit check

If Field 2 is filled in, the AI also assesses how relevant your specific offering is likely to be for each account — adding depth beyond the firmographic match alone.

4

Badge assignment

Based on the combined analysis the account receives a badge: High, Medium, or Low. If no lookalike references are defined, no badge is assigned.

5

Independence from ICP Fit Score

The Lookalike Match badge and the ICP Fit Score (1–10) are completely independent. A High badge does not raise the fit score. Both signals exist side by side so you can use them together.

Section 8

Recommended Workflow

1

Complete your ICP blueprint

Be precise on the criteria that truly matter: industry, core problem, decision maker. Do not over-constrain size and geography yet.

2

Widen slightly for lookalike searches

Add one extra size bracket, expand geography to a region, or include adjacent industries. Give the AI room to find real lookalikes.

3

Add 3–10 reference clients in Field 1

Enter your best existing clients as chips. Choose clients that are representative, not outliers.

4

Add product / service context in Field 2 (optional but recommended)

Describe the specific offering these clients use. Even a brief description significantly improves the solution-fit match quality.

5

Generate accounts

Run the generation as usual. Lookalike badges are assigned automatically alongside ICP fit scores.

6

Start outreach with Lookalike: High accounts

Filter or sort by the badge. High badge accounts are your highest-probability targets. Work through Medium next.

7

Save as a profile per segment

Use Save As to store this ICP variant with its lookalike references. Create one profile per client segment so you can switch contexts instantly.