The way revenue teams define their Ideal Customer Profile (ICP) is evolving rapidly. Traditionally, companies relied on firmographics—industry, employee count, revenue—to identify high-potential customers. However, AI is ushering in a new era where ICPs are dynamic, continuously refined based on real-time data and behavioral signals.
In this roundtable, experts Mik Tareen (Co-Founder and COO at Seam), Soham Maniar (Director of RevOps at Weaviate), and Jesse Rowe (Head of Growth at Crescent) shared insights into how AI is reshaping ICP strategy. From leveraging real-time buying signals to improving go-to-market (GTM) alignment, this conversation provided a deep dive into what modern ICP development looks like.
Jesse emphasized that companies need to move away from rigid ICP definitions and embrace dynamic ICPs. Instead of relying solely on firmographics, AI-driven ICPs factor in:
“We’re moving from static ICPs to dynamic ones because AI allows us to factor in real-time behavioral and engagement data. Your ICP should live and breathe as your company evolves, rather than being a static document that’s updated once a year.” - Jesse Rowe
This shift allows businesses to reduce human bias, increase targeting accuracy, and ensure all GTM teams operate from the same definition of an ideal customer.
Once a company has an AI-powered ICP framework, how do they use it to drive pipeline?
“It’s about access to information. We’ve always suspected there was a better way to define ICPs, but we were stuck using outdated heuristics. AI lets us move beyond gut instinct and actually validate in real time.” - Soham Maniar
Instead of debating whether a company with "200+ engineers" is a good fit, revenue teams can use AI to analyze which customers actually renew, expand, and advocate for their product.
Mik Tareen from Seam AI clarified an important distinction:
“If ICP fit tells you who your best customers are, intent signals tell you when they’re ready to buy. The magic happens when you combine the two—prioritizing high-fit, high-intent accounts.” - Mik Tareen
By aligning ICP scoring with real-time intent signals, RevOps teams can ensure sellers focus on the best opportunities rather than wasting time on accounts that may never convert.
Defining an ICP has always been part science, part intuition. But AI is making it possible to scale what top sales reps do manually - assessing product fit, researching key buying triggers, and identifying expansion opportunities.
“Ask your best salesperson how they identify a great-fit account. They’ll tell you it’s more than just industry or company size—it’s who they sell to, what they buy, what signals indicate readiness. AI lets us capture that knowledge and apply it at scale.” - Mik Tareen
As AI tools like Seam continue to advance, revenue leaders have no excuse for relying on outdated ICP models. The future of GTM success lies in real-time, AI-powered segmentation that evolves with customer needs.
“There’s no excuse in an AI-first era to have just one ICP. You should be testing and refining multiple ICPs dynamically. AI makes that not only possible but easy.” - Soham Maniar
Looking for more insights? Join the RevOps Co-op community and check out our blog to stay ahead of the latest trends in AI-driven revenue operations.
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