The 6-step onboarding wizard, explained.
A close-read of every step, every field, every default. The wizard takes 8 minutes if you do it carefully — and the difference between "default ICP" and "tuned ICP" is roughly 2-3× more useful briefs. Read this before you click through.
TL;DR
Six steps: About you · About your company · ICP rubric · Signal preferences · Cadence defaults · Integrations. Steps 1, 2, 4, 5, 6 take ~1 minute each — fast. Step 3 (ICP rubric) is the only slow one and is the single most-load-bearing question the wizard asks. Spend 4 minutes there. Every field is changeable later from Settings.
▸Finding the wizard
The wizard auto-launches on first signup. If you skipped it (per the quickstart) and want to come back, it's at Settings → Onboarding or by clicking the "Finish setup" banner on the Overview screen. The wizard is also auto-launched for new teammates when they're invited to an existing workspace — but step 2 (company info) is skipped because the workspace already has it.
01About you
The 60-second step. Mama uses your role to calibrate brief presentation — an SDR sees more decision-makers up top, a founder sees more "why now" context, a RevOps lead sees the data-source provenance.
Fields asked
What gets configured
Role shapes default brief layout (SDR vs Founder vs RevOps). Team size sets default seat allocation. Experience tunes how aggressive Mama's inline tips are — Veteran mode hides tooltips, Beginner mode shows them everywhere.
Settings → Profile. Role and experience changes are instant — brief layout updates on next brief generation.02About your company
Mama pre-fills this from your email domain. Most fields are auto-detected — you just confirm. If you're at an early-stage startup or a company Mama hasn't seen before, the pre-fill is shallower.
Fields asked
What gets configured
Industry seeds the lookalike pool. Stage determines which signal types are weighted higher (early-stage companies care more about funding signals, late-stage more about exec moves). Customer segments is the most important field — it filters every signal feed and every recommended account.
Settings → Workspace. Industry and segments changes trigger a full re-score of saved accounts (~30 seconds).03ICP rubric — the load-bearing step
This is the only step worth pausing for. The ICP rubric is how Mama scores every account out of 100, and a sloppy rubric means every brief gets a 7/10 fit (default Mama, before you tune anything, scores most things as "okay"). Spend 4 minutes here.
The 4 weighted dimensions
You're asked to weight four dimensions out of 100 total. The default is 25/25/25/25 — even split. Almost no team should stay at the default; tune it to what actually matters.
| Dimension | Default weight | What it scores |
|---|---|---|
| Firmographic fit | 25% | Industry, size, geography, stage match against your stated ICP |
| Technographic fit | 25% | Tech stack overlap with what your product complements or replaces |
| Trigger signals | 25% | Active signals — funding, hiring, exec moves, tech changes |
| Persona density | 25% | Number of decision-maker-grade humans in the account on LinkedIn |
How to tune weights well
- Outbound-heavy team: push Trigger signals to 35-40%. Recent signals = fresh outreach windows.
- PLG / bottoms-up motion: push Persona density to 35%. You need to thread champions, not just one VP.
- Vertical-specific tool: push Firmographic to 40%. Industry fit is the table-stakes filter.
- Tech stack replacement: push Technographic to 40%. You need the right preceding stack to even pitch.
Anti-pattern: leaving the default
25/25/25/25 produces middling scores for everyone — most accounts land between 60 and 80, which means nothing differentiates "must-brief" from "could-brief." If you only have 60 seconds, push one dimension to 35% and shave 5% off each of the others.
Dashboard → ICP rubric. Re-weighting triggers a re-score of all saved accounts and updates the "Recommended" feed instantly. There's a full deep-dive on this at /glossary/icp-rubric.04Signal preferences
Mama tracks 8 signal types. This step asks which you care about and how loud each should be in your feed. Defaults are sensible — turn off signals you don't want and bump the volume on the 1-2 that matter most.
The 8 signal types
| Signal | Default volume | Best for |
|---|---|---|
| Funding | High | Sales-led tools selling into newly-capitalized companies |
| Hiring | High | Tools where role-based hiring signals upcoming budget |
| Exec moves | Medium | Tools with displacement opportunity (new exec evaluates stack) |
| Tech changes | Medium | Anything that integrates with or replaces a stack component |
| Product launches | Low | Marketing tools, agencies, analytics |
| Office moves | Low | Facilities-adjacent, regional GTM |
| Job changes | Medium | Relationship-driven sales (Orbit feature) |
| Funding-then-hiring (combo) | High | The strongest combined signal in B2B |
Settings → Signal preferences. You can also override per-saved-search and per-account.05Cadence defaults
Mama suggests cadences inline in briefs (e.g., "Day 1: email · Day 3: LinkedIn · Day 7: email"). This step sets your default cadence shape so the suggestions match how your team actually sequences.
What you choose from
- Shape: Aggressive (3-touch in 7 days) · Balanced (5-touch in 14 days) · Long nurture (7-touch in 30 days) · Account-based (10-touch in 45 days)
- Channels: Email-only · Email + LinkedIn · Email + LinkedIn + phone · Custom
- Reply-loop hookup: Auto / Manual / Off — controls whether Mama re-classifies a prospect's archetype when they reply
What gets configured
The suggested cadence inline in every brief. The "Suggested templates" widget in the brief surfaces templates whose tone + length match your cadence shape. Auto reply-loop means the more your team uses Mama, the smarter the archetype matcher gets. See /glossary/cadence for the deep dive.
Settings → Cadence defaults. Most teams change this once at the 3-month mark when they realize their actual cadence ran longer than the default they picked.06Integrations
The final step. Connect HubSpot, Salesforce, Outreach, Slack — or skip entirely and connect later. Most teams skip on day 1 and integrate after the first week of briefs has built confidence.
Available connectors
- CRM: HubSpot · Salesforce · Pipedrive · Close · Attio
- Sequencers: Outreach · Salesloft · Apollo · Smartlead · Instantly · Lemlist · Mailshake · Apollo · Reply
- Comms: Slack · Email · Microsoft Teams
- Storage: Google Drive · Notion (CSV export)
The skip-and-come-back pattern
Mama recommends skipping integrations on day 1 if you're solo evaluating, and connecting them on day 3-5 once your briefs are tuned. Pushing untuned briefs to a real CRM creates noise. The exception: connect Slack on day 1 — signal alerts via Slack are the highest-impact zero-cost feature.
Settings → Integrations. Each connector has its own deep-dive page in the Integrations section of this docs.Common wizard mistakes
What we see go wrong most in the wizard, from the first month of signups.