/icp-scoring

Skill: ICP Scoring

**Duration:** 15–30 minutes per account (or run in batch) **Output:** ICP score + tier assignment saved to CRM or `outputs/scoring/`

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Quick Start

Single account:

Read skills/icp-scoring/SKILL.md and score [company.com] against our ICP

Batch:

Read skills/icp-scoring/SKILL.md and context/icp-definition.md.
Score these companies and output a table sorted by score, Tier 1 flagged:
[paste list of company names or domains]

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Purpose

Score any account against your ICP and assign it to the right tier. Replaces gut feel with a repeatable model. When run at scale, it tells you which accounts to prioritize this week, which to monitor, and which to skip entirely.

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When to Run This Skill

• New accounts entering the pipeline — score before assigning to a rep
• Enrichment run complete — re-score the full account list
• ICP definition updated — re-score to find newly qualified accounts
• Preparing a campaign list — score to determine sequence tier
• Quarterly pipeline review — re-score all open opportunities

Re-scoring Cadence

Scores go stale. Set a recurring schedule:

| Segment | Frequency | Why | |---------|-----------|-----| | Full account list | Quarterly | ICP drift, new signal data | | Tier 1 accounts | Monthly | High-value; worth tracking closely | | Active pipeline | After each campaign | Campaign results reveal scoring gaps | | After ICP change | Immediately | Find newly qualified or disqualified accounts |

After a quarterly re-score, pull the delta: which accounts moved tiers? Accounts that dropped from Tier 1 to Tier 2 need to be removed from AE pipelines. Accounts that moved up need to be activated.

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Inputs

• Account name, domain, and available firmographic/technographic data
• `context/icp-definition.md` — scoring criteria and tier definitions
• `context/signal-library.md` — signal scores to add on top of ICP fit

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Scoring Model

Part 1: ICP Fit Score (0–70 points)

Measure how well the account matches your ideal customer profile.

Firmographic Fit (0–30 points)

| Criterion | Points | How to assess | |-----------|--------|---------------| | Employee count in range | 0–10 | [Your range from ICP definition] | | Industry match | 0–10 | Primary = 10, Secondary = 5, Other = 0 | | Funding stage match | 0–10 | Ideal stage = 10, Adjacent = 5, Outside = 0 |

Technographic Fit (0–20 points)

| Criterion | Points | How to assess | |-----------|--------|---------------| | Uses [key integration tool] | 0–10 | Confirms workflow match | | Uses [secondary tool] | 0–5 | Confirms sophistication level | | No [disqualifying tool] | 0–5 | Absence of competitive blocker |

Organizational Fit (0–20 points)

| Criterion | Points | How to assess | |-----------|--------|---------------| | Has [key role/function] | 0–10 | Confirms decision-maker exists | | [Role] hired in last 12 months | 0–5 | New leader = change appetite | | Hiring for [relevant role] | 0–5 | Active investment in function |

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Part 2: Signal Score (0–30 points)

Add points for active signals from `context/signal-library.md`. Reference the point values defined there.

**Note:** Signal scores decay over time. Apply the decay multipliers from `context/signal-library.md` — a signal at 91–180 days is worth 25% of its original value; at 180+ days it expires entirely.

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Total Score Interpretation

| Total | Tier | Action | |-------|------|--------| | 80–100 | Tier 1 | Immediate outreach, full research (run Account Research skill), assign to AE | | 60–79 | Tier 2 | Signal-triggered sequence within 48 hours | | 40–59 | Tier 3 | Add to automated sequence | | 20–39 | Tier 4 | Monitor, re-score in 90 days | | 0–19 | Exclude | Remove from active list |

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Running at Scale (Batch Scoring)

When scoring a large list (50+ accounts), structure the output as a table:

| Account | Domain | Firmographic | Technographic | Org | Signal | Total | Tier | Action |

Instruct Claude:

Read skills/icp-scoring/SKILL.md and context/icp-definition.md.
Score the accounts in [file or pasted list].
Output a scored table sorted by total score descending.
Flag any accounts scoring 80+ for immediate follow-up.

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Scoring Output Format

# ICP Score: [Company Name]
Date scored: [YYYY-MM-DD]
Scored by: [Claude / Name]

## Score Breakdown

| Category | Score | Max | Notes |
|----------|-------|-----|-------|
| Firmographic fit | X | 30 | [Key observations] |
| Technographic fit | X | 20 | [Key observations] |
| Organizational fit | X | 20 | [Key observations] |
| Active signals | X | 30 | [Signals present] |
| **Total** | **X** | **100** | |

## Tier Assignment: [Tier 1 / 2 / 3 / 4 / Exclude]

## What Qualifies Them
- [Specific reason 1]
- [Specific reason 2]

## What Disqualifies or Reduces Score
- [Gap 1 — what would need to change for this to be a higher tier]

## Recommended Next Action
[Specific: which skill to run next, which sequence to assign, or what to monitor]

## Re-score Trigger
[Condition that should trigger re-scoring — e.g., "If they raise a new round" or "If they hire a VP of Ops"]

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Calibration Guide

Scoring models drift. Thresholds that made sense when you had 20 deals may not hold after 100. Run a calibration review quarterly, or immediately if scored tiers consistently don't match outcomes.

When to calibrate

• Quarterly (minimum)
• After any ICP definition change
• When win rate by tier diverges from expectations
• When the team reports that "Tier 1 accounts don't feel like Tier 1"

Step 1: Pull scored accounts from the last 90 days

Export all accounts scored in the last 90 days with:

• Score at time of scoring
• Tier assigned
• Actual outcome: meeting booked (yes/no), opportunity created (yes/no), closed-won (yes/no), closed-lost reason (if applicable)

If you use CRM tracking, pull from there. If scores live in `outputs/scoring/`, compile manually.

Step 2: Compare predicted tier