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:

code

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:

•Gather available data
•Score each dimension
•Calculate weighted score
•Classify and prioritize

Examples

Example 1: ICP Definition

Output:

code

## 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:

code

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:

code

## 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

code


---

### 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