ICP Definition Worksheet
Section 1: Worksheet Input · Section 2: Campaign Context Output
💡 Complete this worksheet before your first onboarding session. Your Onboarding Manager will review and finalise it with you. A rough first draft is better than a blank page.
Section 1 — Worksheet Input
Complete this section before your first session. Every field informs the Campaign Context below.
Section 1.1 — Target Industries
List the industries you are targeting. Be specific — not "technology" but "B2B SaaS" or "HR Tech". Aim for 2–5.
# | Industry / Vertical | Priority (High / Med / Low) | Notes |
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Section 1.2 — Target Job Titles
List the exact job titles you want Nova to contact. Include both primary decision-makers and influencers.
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Section 1.3 — Company Size & Geography
Target company size (employees) | e.g. 50–500 |
Target company revenue range |
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Section 1.4 — Pain Points
What problems does your ICP experience that your product solves? Be specific.
# | Pain Point | How Nova / Your Product Solves It |
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Section 1.5 — Buying Triggers
What events make a prospect ready to buy right now? These are signals Nova can reference.
# | Buying Trigger | Why This Creates Urgency |
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Section 1.6 — Exclusions
Companies, industries, or contacts Nova must never target.
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✅ Definition of Done — Section 1 +All sections completed with at least one entry each +Minimum 3 pain points defined with corresponding solutions +Minimum 2 buying triggers identified +Exclusions reviewed and confirmed with Onboarding Manager
💡 Submission & Next Step ›Submit to Onboarding Manager before Week 1 session ›Onboarding Manager reviews and uses inputs to build Campaign Context (Section 2) ›No campaign build begins until this worksheet and Context are approved
Section 2 — Campaign Context Output
Auto-generated from Section 1. Built by Onboarding Manager. Paste directly into Nova.
💡 This prompt is built from your ICP inputs above. Your Onboarding Manager completes this with you. Review every line before approving — every rule here controls every message Nova writes.
Auto-Generated · Nova Campaign Context — ICP Targeting Rules PERSONA: [Senior commercial voice — operator-to-operator. Not a junior SDR. Not a marketer.] - Voice trained on: [FROM SECTION 1.2 — your best-performing sender] AUDIENCE: - [FROM SECTION 1.1] — e.g. "B2B SaaS / HR Tech / Professional Services" - [FROM SECTION 1.2] — e.g. "Head of Sales / VP Revenue / Chief Commercial Officer" - [FROM SECTION 1.3] — e.g. "50–500 employees / UK & Ireland" ABSOLUTE RESTRICTIONS (ANY VIOLATION = FAILED OUTPUT): NEVER USE: "I wanted to reach out" "I hope this finds you well" "Just following up" "I came across your profile" "I noticed on LinkedIn" "At [Company] we help companies like yours" "I thought you might be interested" BANNED WORDS: synergy · leverage · innovative / innovation · game-changer · best-in-class · solutions · excited / passionate / delighted · reach out / touch base / circle back PROHIBITED BEHAVIOURS: - Leading with features — only outcomes - Generic openers with no ICP relevance - Asking questions you already know the answer to - Mentioning competitors by name - More than one question per message - Exclusions from Section 1.6 — must never be targeted REQUIRED TONE: - Operator to operator — peer conversation, not vendor pitch - Commercially aware — references real business context - Calm, confident — no urgency language, no pressure - Observational, not promotional — notice things, don’t sell things MESSAGE STRUCTURE: MESSAGE 1 — VALUE ONLY: Open with specific observation relevant to [FROM 1.4: Pain Point 1]. No pitch. No CTA. MESSAGE 2 — INSIGHT: Share [FROM 1.5: Buying Trigger or relevant data]. One-sentence offer only. MESSAGE 3 — OFFER: Direct ask. One question. Reference [FROM 1.4: Pain Point]. Maximum 120 words. WORD LIMITS: - LinkedIn Message 1: max 100 words - LinkedIn Message 2: max 50 words - LinkedIn Message 3: max 120 words - Email subject line: max 8 words - Email body: max 150 words MESSAGE APPROACH (IN ORDER): - Observation — [specific to role/industry from Section 1.1–1.2] - Tension — [from pain point in Section 1.4] - Insight — [from buying trigger in Section 1.5] - Experience — [proof point from your strongest case study] - Low-friction close — one question, no commitment asked ANY VIOLATION = FAILED OUTPUT — Rewrite required if any banned phrase, banned word, or structural rule is violated.
Nova — AI Outbound by Launched Tech help.launchedtech.io | [email protected]