# Reverse ICP audit workflow

> How Koshra works backwards from who bought, stalled or churned to test your stated ideal customer profile before more spend goes into it.

Canonical: https://koshra.com/workflows/reverse_icp_audit
Last updated: 2026-11-02

Work backwards from who bought, stalled or churned to test your stated ICP before more spend goes into it.

Owner: [product_lead](https://koshra.com/roles/product_lead)

## How it runs

1. You share who bought, who stalled and who churned.
2. customer_desk names what each buyer paid for, the objection and the price they accepted.
3. product_lead compares that against your stated ICP and names where it holds and where it breaks.
4. chief_gtm uses the result to choose the next accounts and offer.
5. You decide whether the ICP changes.

## What waits for you

- Any change to your CRM

## Roles involved

- [product_lead](https://koshra.com/roles/product_lead)
- [customer_desk](https://koshra.com/roles/customer_desk)
- [chief_gtm](https://koshra.com/roles/chief_gtm)

## Apps it can use

- [HubSpot](https://koshra.com/integrations/hubspot)
- [Twenty CRM](https://koshra.com/integrations/twenty)
- [Google Sheets](https://koshra.com/integrations/google_sheets)

The steps show how the roles in our template divide the work. Your setup is agreed with you. Pricing: talk to us.