ICP Matching

Systematically evaluate prospects against your Ideal Customer Profile to prioritize high-fit accounts and improve SDR efficiency.

When to Use This Skill

• Building lead scoring models
• Qualifying inbound leads
• Prioritizing outbound target accounts
• Refining ICP definitions
• Training SDRs on qualification

Methodology Foundation

Based on TOPO ICP Framework and Gartner B2B Buying Research, combining:

• Firmographic fit (company attributes)
• Technographic fit (tech stack)
• Behavioral signals (intent data)
• Persona fit (contact attributes)

What Claude Does vs What You Decide

Claude Does	You Decide
Structures ICP framework	ICP criteria values
Scores prospects against ICP	Pass/fail thresholds
Identifies fit gaps	Prioritization rules
Suggests disqualification	Exception handling
Ranks prospect lists	Territory assignments

Instructions

Step 1: Define ICP Dimensions

Firmographic Criteria:

Attribute	Ideal	Acceptable	Disqualify
Company Size	100-1000	50-2000	<25 or >5000
Revenue	$10M-$500M	$5M-$1B	<$2M
Industry	SaaS, Tech	Professional Services	Government
Geography	US, Canada	UK, EU	APAC
Growth Stage	Series A-C	Seed, Series D+	Pre-seed

Technographic Criteria:

Attribute	Ideal	Acceptable	Disqualify
CRM	Salesforce	HubSpot	None
Tech Stack	Modern	Mixed	Legacy only
Competitors	None installed	Evaluating	Locked in

Persona Criteria:

Attribute	Ideal	Acceptable	Disqualify
Title	VP/Director	Manager	Coordinator
Department	Sales, Marketing	RevOps	IT
Decision Power	Budget authority	Influencer	User only

Step 2: Weight and Score

Scoring Model:

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

Each dimension: 0-100 points

Score Interpretation:

Score	Fit	Action
80-100	Excellent	Prioritize immediately
60-79	Good	Standard outreach
40-59	Fair	Nurture, low priority
<40	Poor	Disqualify

Step 3: Apply to Prospects

For each prospect:

1. Gather available data
2. Score each dimension
3. Calculate weighted score
4. Classify and prioritize

Examples

Example 1: ICP Definition

Output:

## 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

Example 2: Prospect Scoring

Input:

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

Output:

## 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** |

---

### Weighted Total

(95 × 0.40) + (90 × 0.30) + (92 × 0.30) = 38 + 27 + 27.6 = 92.6 → 92/100

---

### 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.

Skill Boundaries

What This Skill Does Well

• Structuring ICP frameworks
• Scoring prospects systematically
• Identifying fit gaps
• Prioritizing outreach

What This Skill Cannot Do

• Access company databases
• Verify data accuracy
• Know internal buying dynamics
• Predict conversion likelihood

When to Escalate to Human

• ICP definition changes
• Borderline accounts
• Strategic target accounts
• Exception requests

References

• TOPO ICP Framework
• Gartner B2B Buying Research
• SalesLoft ICP Best Practices
• Outreach.io Target Account Model

Related Skills

• lead-scoring - RevOps scoring model
• signal-monitoring - Intent data
• prospecting-research - Deep account research

Skill Metadata

• Domain: SDR Automation
• Complexity: Intermediate
• Mode: centaur
• Time to Value: 2 hours for ICP, 5 min per prospect
• Prerequisites: ICP criteria definition