Icp Matching

ICP Score =
  (Firmographic × 40%) +
  (Technographic × 30%) +
  (Persona × 30%)

Each dimension: 0-100 points

## Ideal Customer Profile: B2B Sales Tech Company

### Tier 1 (Excellent Fit - 80-100)
**These are your ideal targets. Prioritize always.**

**Company:**
- Size: 100-500 employees
- Revenue: $20M-$200M ARR
- Stage: Series B or C funded
- Industry: B2B SaaS
- Growth: 30%+ YoY
- Location: US/Canada

**Technology:**
- CRM: Salesforce
- Stack: Modern (cloud-native)
- Current solution: None or legacy competitor

**Buyer:**
- Title: VP Sales, CRO, Head of Sales
- Reports to: CEO/COO
- Budget: >$50K annually

---

### Tier 2 (Good Fit - 60-79)
**Worth pursuing with standard effort.**

**Company:**
- Size: 50-100 OR 500-1000 employees
- Revenue: $10M-$20M OR $200M-$500M
- Stage: Series A or D
- Industry: B2B Tech (not pure SaaS)
- Location: UK, EU

**Technology:**
- CRM: HubSpot
- Stack: Mix of modern/legacy
- Current solution: Considering change

**Buyer:**
- Title: Director of Sales Ops
- Reports to: VP Sales
- Budget: $25K-$50K annually

---

### Tier 3 (Fair Fit - 40-59)
**Nurture only. Don't prioritize.**

**Company:**
- Size: 25-50 OR 1000-2000 employees
- Revenue: $5M-$10M
- Stage: Seed
- Industry: Professional services

**Buyer:**
- Title: Sales Manager
- Budget: <$25K

---

### Disqualified (Score <40)
**Do not pursue. Auto-reject.**

- Company size <25 employees
- Revenue <$2M
- Industry: Government, Education, Non-profit
- Geography: APAC, LATAM (no support)
- Competitor locked in (multi-year contract)
- No CRM in use
- Title: Individual contributor

Score this prospect:

Company: GrowthTech Inc
Employees: 280
Revenue: $45M (estimated)
Industry: B2B SaaS
Founded: 2019
Location: Austin, TX
Recent news: Series B ($30M) in January

Tech Stack:
- CRM: Salesforce Enterprise
- Marketing: Marketo
- No sales engagement tool

Contact: Jennifer Wu
Title: VP of Revenue Operations
LinkedIn: Active, posts about sales productivity
Previous company: Used our competitor

## ICP Match: GrowthTech Inc

### Overall Score: 92/100 ⭐ EXCELLENT FIT

---

### Firmographic Score: 95/100

| Criteria | Finding | Points |
|----------|---------|--------|
| Size (280 emp) | ✅ Ideal (100-500) | 20/20 |
| Revenue ($45M) | ✅ Ideal ($20-200M) | 20/20 |
| Industry (B2B SaaS) | ✅ Ideal | 20/20 |
| Stage (Series B) | ✅ Ideal | 20/20 |
| Location (US) | ✅ Ideal | 15/15 |
| **Subtotal** | | **95/100** |

### Technographic Score: 90/100

| Criteria | Finding | Points |
|----------|---------|--------|
| CRM (Salesforce) | ✅ Ideal | 35/35 |
| Stack (Modern) | ✅ Marketo + SF | 25/25 |
| Competition | ✅ None installed | 30/30 |
| **Subtotal** | | **90/100** |

### Persona Score: 92/100

| Criteria | Finding | Points |
|----------|---------|--------|
| Title (VP RevOps) | ✅ Decision maker | 35/35 |
| Department | ✅ Revenue Operations | 25/25 |
| Activity | ✅ Active on LinkedIn | 15/20 |
| Previous | ✅ Knows competitor | 15/15 |
| **Subtotal** | | **92/100** |

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### Weighted Total

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### Match Summary

**🎯 Tier 1: Excellent Fit**

**Strengths:**
1. Perfect company size/stage/industry
2. Salesforce user (easy integration story)
3. VP RevOps = ideal buyer persona
4. Recent funding = budget available
5. No competitor installed = greenfield

**Conversation Angles:**
1. "Congrats on Series B! How is that affecting your sales team scale?"
2. "I noticed you're not using a sales engagement tool yet—most RevOps leaders at your stage are building that out now."
3. "Given your Salesforce/Marketo stack, our integration would be seamless."

**Risk Factors:**
- None identified

**Priority: Immediate outreach**
Add to top of SDR queue. High-value, high-probability.