Share your product and segment. Juma builds a complete ideal customer profile, from ICP template to MEDDPICC scorecard, in one structured document.
Juma researches the brand's website, pricing, case studies, and competitive landscape before asking a single question, then asks targeted questions about your sales motion and available customer data. The result is a complete ideal customer profile document delivered the same day.
Build personas for each person involved in the buying decision before investing pipeline time. The ICP tells you which companies to target. This step adds the people layer: who inside those companies champions, evaluates, blocks, and signs the deal.
For each buying committee role, the Flow builds a complete persona covering:
The champion persona and the economic buyer persona are built first. The blocker and influencer follow. Each persona is written for the sales team to use on calls, not as a research document.
Score your account list against the ICP criteria to prioritize outreach without manually reviewing every account. Share a list of target accounts and the Flow evaluates each one against the profile you built in Step 1.
Each account is scored across four dimensions:
Accounts come back ranked into three tiers: strong fit, potential fit, and deprioritize. Each tier includes a one-line explanation so the team knows why an account ranked where it did.
Distill the full ICP into a one-page reference reps can scan on a call without reading a document. The checklist format makes the ICP criteria actionable at the point of qualification, not just useful for planning.
The checklist covers three sections:
The output is formatted for print or Notion. Each item is written as a yes or no check, not a paragraph to read.
A Juma Project is a shared space where the team stores everything Juma needs to know about a client. Create one project per client, add context as you go, and Juma will use what's relevant every time the team runs a flow. The more the team adds over time, the sharper every output gets.
Add a short description to each knowledge item in the project's info field so Juma knows what each file contains and when to use it. For example:
This Flow reduces ICP creation from 2 to 3 days of manual research to a single working session. Juma handles the research phase automatically, covering the brand's website, pricing, case studies, and competitive positioning before asking a single question. The team receives a complete, structured ICP document the same day rather than waiting for a multi-day sprint.
Manual ICP work typically involves pulling competitive data, synthesizing CRM patterns or customer interviews, drafting firmographic and technographic criteria, and formatting the full document for the sales team. It also requires multiple revision rounds before the team agrees on disqualification thresholds and buying signals. This Flow compresses all of that into one session by structuring the document, including firmographics, technographics, buyer personas, and a MEDDPICC scorecard, from the research and context it collects upfront.
A complete ICP document covers nine components: firmographics, technographics, observable buying signals, buyer personas for each buying committee role, objection rebuttals, a MEDDPICC qualification scorecard, reference customers, look-alike target profiles, and explicit disqualification criteria. Every data claim in the document is sourced.
Each component is built out in full:
Disqualification criteria identify which accounts to walk away from, and this is as important as knowing who to target. Without them, sales teams spend cycles on accounts that match positive criteria but fail on signals the ICP never addressed: the wrong tech stack, the wrong buying committee structure, or a deal size that cannot support the sales cycle.
Most ICPs describe who to target in detail but say very little about who not to pursue. That gap creates real cost at the deal level. A company might look ideal on firmographic criteria but have a procurement process that makes a close impossible within a standard sales cycle, or a tech stack that creates migration friction the team underestimates during qualification. Clear disqualification thresholds give reps a binary check at the start of qualification: the account passes or it does not. This Flow builds disqualification criteria with the same rigor as fit criteria.
Yes. Upload a custom ICP template to the project and Juma will match that structure instead of using the default layout, including section order, naming, and level of detail in each section. The uploaded template does not need to be complete; a working draft with the right structure is enough.
This is useful for agencies managing multiple clients where a consistent document format matters as much as the content itself. It is also useful for teams where ICP documents are shared with senior leadership or board members who expect a specific format. If the uploaded template includes placeholder language or explanatory notes, Juma will use those as guidance for what level of detail to include in each section. To use this feature, add the template as a file to the Juma project before running the Flow. Juma references it automatically when structuring the output.
Yes. This Flow produces a different ICP depending on the sales motion you describe. A PLG ICP focuses on activation signals, free-to-paid conversion thresholds, and expansion triggers. An outbound ICP focuses on prospecting triggers, buying committee access, and deal-size economics.
The sales motion shapes the ICP criteria at a structural level because the signals that predict success in a product-led model are fundamentally different from those in an outbound model. In a PLG ICP, technographic signals identify which companies will activate quickly. In an outbound ICP, they identify which companies have the infrastructure to adopt your product at the deal size the sales cycle requires. A hybrid model produces an ICP that distinguishes between the self-serve and enterprise paths and defines which firmographic signals route a company toward each. The Flow asks about your sales motion early in the session so every section reflects how the team actually sells.
