To turn closed-won customers into a target account list that matches your ICP, choose a customer you would want to win again, write down the traits that made the deal a good fit, and use that company as a seed for a lookalike search. Review the ranked companies against your ICP, remove poor fits and current customers, then find decision-makers and verified work emails at the accounts you keep.
This is a list-building workflow, from customer evidence to accounts you can actually contact. For the broader methods of finding any similar company, read our similar companies guide. Here, the starting point is specifically your own closed-won history, and the output is a prioritized account list with a reason for every row.
Which closed-won customers should you start with?
Start with a customer whose success you can repeat. The largest contract or most recognizable logo may be unusual in ways that make it a poor model for prospecting. Look for a customer that bought for a clear problem, fits the segment you can serve, and resembles deals your team would happily take again.
A quick seed check
- Can you explain why the customer bought without relying on its brand name?
- Was its size, business model, and buying team typical of a deal you want more of?
- Can you name the problem it had and the role that owned it?
Use one representative company for the first Company Lookalike run. If your best customers fall into different segments, run separate seeds and keep the lists labeled. Do not treat one outlier as the whole ICP.
How do you turn wins into ICP signals?
Write the account-level signals you can observe in both the seed and a new prospect. Compare your closed-won notes for business model, industry or sub-vertical, company size, revenue range, funding context, growth, and location. Mark which traits were necessary to the sale and which merely happened to be present.
For example, suppose a customer bought because its sales team had to reach buyers across many regional businesses. You might mark the multi-location model and sales motion as essential, while treating its industry label as optional. A second company in the same industry could still be a poor fit if it sells through a completely different process. This is a hypothetical screening example, not a claim about Enrichley's customer base.
Keep the people criteria separate. The title that bought your product tells you whom to find after an account passes the company screen; it is not a company similarity signal. This distinction makes the later contact search much cleaner.
How do you build and rank the target account list?
Seed Company Lookalike with the representative customer. It matches companies by the meaning of their profiles, weighing business model, industry, size, revenue, funding, and growth signals, then ranks results by similarity. Use its broad-to-targeted control and filters for size, revenue, funding, or location to narrow the candidates to your market.
- 1.Run the seed and inspect the highest-ranked matches first.
- 2.Apply the size, revenue, funding, or location constraints from your ICP.
- 3.Record why each shortlisted company fits and which seed produced it.
A similarity score orders your review; it does not measure buying intent. If you already have a list of accounts, you can bring them in by CSV or HubSpot import and prospect from them alongside your lookalike results. The closed-won seed is useful because it gives the ranking a real customer to resemble.
Have a customer account in mind? See how Company Lookalike ranks similar companies before you spend time researching contacts.
Find lookalike companiesHow should you review and prioritize the matches?
Review the ranked results against the essential signals you wrote down. Remove current customers, active opportunities your team already owns, companies outside your service area, and accounts that look similar on paper but have a different buying motion. Keep a short reason beside each accepted account so a rep can understand why it belongs on the list.
A practical account sheet needs only a few fields: company, website, source seed, similarity rank, ICP fit notes, exclusion status, target buying function, and next action. Separate the tool's similarity ranking from your own human priority. A lower-ranked company with a strong use-case fit can deserve review before a closer lookalike that fails a must-have criterion.
Review before scaling the search. If most top matches fail for the same reason, revisit the seed or tighten the available filters. If your closed-won customers represent several distinct segments, compare separate runs instead of folding every segment into one vague account profile.
How do you add decision-makers and verified emails?
Once the company list passes review, use People Search on those accounts. It searches live and filters by company, title, seniority, and department. Search for the function that owned the problem in your closed-won deal, then check whether each match actually holds the buying role you need. Our decision-maker guide goes deeper on choosing roles and titles.
Next, Email Finder matches the people you found to work emails and verifies them at find time, including catch-all addresses. Keep a row for the person, role, company, verified email, and the reason the account made the list. That gives outreach a clear trail from customer evidence to the person being contacted.
As of September 2026, the shared credit costs are 5 credits for Company Lookalike, 1 credit for People Search, and 3 / valid email for Email Finder. Check pricing for current plans before running a larger list.
The finished target account list is a working prospecting input. Revisit the account fit and contact details before outreach, and use your existing sales process to decide timing and messaging.
Frequently asked questions
How do I turn closed-won customers into a target account list that matches my ICP?
Choose a closed-won customer you would want to win again, record the business traits that made it a good fit, and use it as a seed for a lookalike search. Review the ranked matches against your ICP, exclude existing customers and poor fits, then find decision-makers and verified work emails at the accounts you keep.
Which closed-won customer should I use as the seed?
Pick a customer with a clear, repeatable reason for buying and an account profile you want more of. A famous logo is a weak seed if its size, buying process, or use case is unlike the customers you can serve well. Start with one representative account, then review the matches before trying another seed.
What ICP signals should I use to review lookalike accounts?
Use the traits tied to a successful sale: business model, industry or sub-vertical, company size, revenue range, funding context, growth signals, and the location you can serve. Company Lookalike weighs the company profile and ranks matches by similarity; your own deal history determines which of those signals are essential for your list.
Does a high lookalike score mean the company is ready to buy?
No. Similarity ranks how closely a company matches the seed profile. It does not prove budget, current need, buying intent, or timing. Review each promising account against your deal criteria before prioritizing outreach.
How do I add decision-makers and verified emails to the account list?
Use People Search on the accounts you selected and filter the live search by company, title, seniority, and department. Email Finder matches the people you found to verified work emails and confirms deliverability at find time, including catch-all addresses. Keep the account and contact rows together so the reason for targeting each company stays clear.
What does the Enrichley workflow cost in credits?
As of September 2026, Company Lookalike costs 5 credits, People Search costs 1 credit, and Email Finder costs 3 / valid email. The actions draw from a shared credit pool. Check the pricing page for current plans before running a larger list.
Turn a customer win into your next account list
Find lookalike companies, identify the people who buy, and reach them at verified work emails.
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