ICP Qualification Framework

Every agent in the hub uses the same 4-tier scoring so handoffs are predictable.

The four tiers

• A — Strong fit, high intent. Send to a rep now. SLA: same day.
• B — Strong fit, low intent OR medium fit, high intent. Nurture sequence + watch for second signal.
• C — Borderline. Add to long-term nurture only. No outbound spend.
• Disqualify — Wrong company, wrong region, blocked competitor, free-tier consumer. Mark in CRM, never re-touch.

Fit dimensions

Score each on a 0/1/2 (no/maybe/yes), then sum: