# When should we change our ICP?

When the evidence from closed-won and retention disagrees with the definition — not when a quarter is soft. Re-score on defined triggers: a new product or use case, a segment that starts retaining materially better or worse, or a shift in where deals actually originate.

Changing ICP has downstream cost: territories, routing rules, scoring, outbound lists and quota all reference it. Treat it as a versioned decision with a date, so reporting can distinguish a performance change from a definition change.

## Sources

- **Method** — [Market Map playbook — What triggers a re-score](https://www.leanscale.team/knowledge/playbooks/market-map-playbook/)
- **Method** — [Sales Territory Design playbook](https://www.leanscale.team/knowledge/playbooks/sales-territory-design-playbook/)

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Cluster: Icp · https://www.leanscale.team/knowledge/answers/when-to-change-icp/