Question 1

What is ICP scoring?

Accepted Answer

ICP scoring assigns a 0–100 score to each account based on how well it matches your ideal customer profile — across firmographic fit (industry, size, stage), technographic fit (tech stack), and intent signals (hiring, funding, engagement). Unlike lead scoring, which grades individuals on engagement, it grades the whole account on structural fit.

Question 2

What is the difference between fit and intent in account scoring?

Accepted Answer

Fit answers whether you should sell to an account at all — firmographic, technographic, and persona match. Intent answers whether now is the moment — hiring for a relevant role, recent funding, pricing-page visits. A high-fit, low-intent account is a nurture; a high-intent, low-fit account warrants one call to verify before investing.

Question 3

Does the ICP scorecard work in Google Sheets?

Accepted Answer

Yes. It's an Excel workbook (.xlsx) that opens in Google Sheets via File → Import, with the weighted scoring, tiering, disqualifier logic, and dashboard intact.

Question 4

How do I know my ICP scoring model is right?

Accepted Answer

Calibrate it against reality: score customers you already closed and love. If they don't land in A-tier, the weights are wrong. The workbook has a calibration tab that flags this so you fix the model before trusting it, and you recalibrate quarterly because B2B data decays roughly 22% a year.

The ICP & Target Account Scorecard

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