Purpose
To provide a standardized template for evaluating lead fit against the Ideal Customer Profile (ICP). This ensures consistent qualification and prioritization across all sales reps.
ICP Scorecard Table
| Criteria | Description / Field Input | Scoring Range | Example Entry |
| Industry Fit | Alignment of prospect’s industry with ICP focus. | 0–20 | SaaS (20), HealthTech (15), Other (5) |
| Company Size | Based on employee count / scale. | 0–15 | 500–2000 employees = 15 |
| Revenue Bracket | Annual revenue or funding stage. | 0–15 | $50M–$250M = 15 |
| Geography | Target markets defined in ICP. | 0–10 | North America/APAC = 10 |
| Technographic Fit | Usage of relevant technologies. | 0–15 | AWS + Salesforce = 15 |
| Role / Buyer Fit | Job title and decision-making authority. | 0–15 | CIO/VP Eng. = 15, Mid-level = 8 |
| Intent Signals | Behavioral indicators of buying interest. | 0–10 | Attended webinar, product research = 10 |
| Strategic Value | Long-term growth potential (strategic account). | 0–10 | Expansion potential = 10 |
Total Score Range: 0–100
Example Scoring Outcome
| Lead Name | Company | Industry | Size | Revenue | Geo | Tech Fit | Role Fit | Intent | Strategic Value | Total | Priority Tier |
| John Doe | Acme Inc. | SaaS | 1200 | $80M | US | 15 | 15 | 10 | 8 | 83 | High Priority |
| Jane Lee | HealthCo | HealthTech | 200 | $15M | EU | 12 | 10 | 6 | 5 | 58 | Medium Priority |
Usage Guidelines
- SDR/AEs must score each new lead during research or qualification.
- Leads scoring 80+ = High Priority, 60–79 = Medium Priority, <60 = Low Priority.
- Enter the score in CRM fields and attach the scorecard if manual version used.
- Review scores quarterly to align with updated ICP criteria.