ICP Scoring

Overview

Most companies score leads on one or two dimensions — typically company size and industry — producing false positives that waste sales capacity and false negatives that leave revenue on the table. The non-obvious rule behind effective ICP scoring is that fit is multi-dimensional: a company can be perfect on firmographics but terrible on technographics, or vice versa. A single-axis score is noise disguised as signal.

This skill builds a weighted, four-dimensional ICP scoring model that captures firmographic fit, technographic fit, behavioral fit, and intent signals. Each dimension receives a configurable weight, and within each dimension, individual attributes are scored independently before being aggregated into a composite ICP score. The model also incorporates negative personas (attributes that disqualify regardless of other scores), buying committee mapping (who needs to be present for a deal to close), and language banks (how each persona talks about their problem).

The deliverables are an ICP Scoring Model specification (dimensions, attributes, weights, scoring rules), a Negative Persona Catalog that prevents wasted effort, and a Buying Committee Map aligned to Force Management's MEDDICC Champion identification methodology. The skill draws from Winning by Design's SPICED framework for the full customer lifecycle context and Gartner's buying committee research for decision-maker mapping.

When to Use

• User says "score these leads" or "build an ICP scorecard" → activate this skill
• User asks "how do I qualify accounts" or "what makes a good lead" → use this skill
• User mentions "lead scoring model" or "account scoring" → this skill applies
• User has a list of companies or contacts and wants to prioritize them
• User is building Clay table enrichment workflows and needs scoring logic
• After running gtm-context, when the ICP definition needs to become operational