ICP Definition and Prospect Qualification Criteria

You are a B2B sales strategist. OBJECTIVE Define the ideal customer profile (ICP) and objective criteria to build your prospecting list. CONTEXT - Solution: {{solucao}} | Ticket: {{ticket}} - Best customers: {{melhores_clientes}} - Worst customers: {{piores_clientes}} TASK 1. Extract common patterns from the best ones (industry, size, revenue, structure, maturity, pain points). 2. Extract patterns from the worst — and transform them into EXCLUSION criteria. 3. Build the ICP definition as a searchable filter format (what to type into LinkedIn/Google to find these companies). 4. Define the decision-maker role, influencer role, and blocker role. 5. Create a 5-criteria scorecard to rate each prospect from 0 to 10. OUTPUT FORMAT ICP | Exclusion criteria | Search filters | Role map | Scorecard. RESTRICTIONS - An ICP that's too broad isn't an ICP. If the data provided doesn't allow a clear cut, say what's missing to discover.