What criteria should be in a B2B ICP?

Core ICP criteria: industry verticals, company size (headcount and revenue range), geography, technology stack, growth stage, and buying signals (recent funding, hiring in your buyer role, tech adoption patterns).

What is the difference between an ICP and a buyer persona?

The ICP defines which company to target; the buyer persona defines which person within that company to engage. The ICP answers: should we pursue this account? The persona answers: who should we call first and what should we say?

How do I use an ICP scorecard in prospecting?

Score each account against your ICP before reaching out. Accounts scoring above your threshold (e.g. 80%) get personalized, high-effort outreach. Mid-tier accounts (50-79%) get a lighter-touch sequence. Below threshold accounts go into low-priority nurture or are disqualified.

How do I weight different ICP criteria?

Weight based on business impact. If industry vertical is your biggest constraint, weight it heavily (30-40%). Revenue range and company size might be 20-25% each. Technographic fit could be 15%. Adjust weights based on data: look at which criteria best predict expansion, retention, and quick closes in your actual customer base.

How do I build an ICP scorecard from scratch?

Start by analyzing your top 10-15 customers: identify commonalities in company size, industry, geography, tech stack, and growth stage. Then talk to your sales and customer success teams about which attributes made those deals easy or hard to close. Finally, test your scorecard: score some of your best customers (should score 85%+) and your lost deals (should score below 50%).

ICP Scorecard Builder

Build a quantitative Ideal Customer Profile scorecard. Define criteria, assign weights, score prospects, and see exactly how well they fit your ICP.

How to read your ICP scorecard

What it does

This builder turns your Ideal Customer Profile into a weighted scorecard and then scores individual prospects against it, so you can quantify fit instead of relying only on gut feel.

Why it matters

A clear, quantitative ICP helps reps prioritize the highest-fit accounts, improves win rates, and makes marketing and sales alignment much easier.

Definition

Each criterion is weighted (1–5) and scored as perfect, partial, or no match; the overall ICP fit is the weighted average across all filled criteria.

Assumptions

Weights should reflect business importance — a '5' should truly be critical for success.
Only criteria with an ICP value filled in are included in the score.
Match ratings should be applied consistently across prospects for scores to be comparable.

How to interpret your results

As a simple rule, 80%+ suggests a strong fit and should be prioritized; 50–79% is moderate fit and may need more discovery; below 50% usually indicates a poor fit unless there are strategic reasons.

How to improve

Align with sales and marketing
Co-create the ICP criteria and weights so everyone agrees on what a high-fit account looks like.
Refine over time
Compare closed-won vs. closed-lost deals and adjust weights or criteria based on what actually predicts success.
Automate scoring
Once the scorecard feels right, automate data enrichment and scoring in your CRM so reps always see an up-to-date ICP fit score.

Define Your Ideal Customer Profile

Fill in the criteria that define your ideal customer and assign importance weights (1-5).

Firmographic

Target Industry

Weight

Company Size (min employees)

Weight

Company Size (max employees)

Weight

Annual Revenue (min)

Weight

Annual Revenue (max)

Weight

Location / Region

Weight

Technographic

Tech Stack Requirements

Weight

Tools / Platforms Used

Weight

Behavioral

Buying Signals

Weight

Engagement Level

Weight

Fill in at least one criterion value to continue.

How HelloGrowthCRM Helps

HelloGrowthCRM's AI lead scoring automatically evaluates every incoming lead against your ICP criteria in real time. No manual scoring needed — the system enriches company data, matches it against your ideal profile, and ranks prospects so your team focuses on the highest-fit opportunities first.