Overview
This guide walks you through configuring Sona's Ideal Customer Profile (ICP) Fit Score to identify and prioritize high-value accounts based on firmographic data and intent signals. You will learn how to create a systematic scoring approach that helps your go-to-market teams focus on prospects that are more likely to convert and that can realize greater lifetime revenue. With this guide, you will be ready to confidently identify and prioritize your most valuable potential customers.
When to use ICP Fit Score
When you need to define what makes an ideal customer for your business.
When you want to prioritize accounts based on firmographic data and intent signals.
When setting up lead qualification criteria for your sales team.
When you need to systematically score and rank potential accounts.
Prerequisites:
Admin or manager access to your account.
A clear understanding of your target market characteristics.
Knowledge of your ICP Fit score attributes, such as number of employees, revenue, and location.
Step 1: access the ICP Scoring page
Navigate to the Scoring page from your main dashboard.
Select the ICP tab to begin configuration.
You will see the heading "Build your Ideal Customer Profile (ICP)" with an info icon (ⓘ).
Click the info icon for additional guidance on selecting company attributes that align with your target customers.
Step 2: set targeted countries
Enter the countries that you target, for example United States.
Assign a fit score weight to this attribute; all weights must total 100.
Use the "x" button to remove countries or add multiple geographic markets as needed.
Use the Include toggle to control whether a country is being targeted or excluded: when Include is on, the selected country is part of your targeting; when Include is off, the country is excluded from your targeting criteria.
Step 3: define the number of employees range
Enter the minimum and maximum number of employees, for example 50 to 100.
Assign an appropriate weight to company size based on its importance to your business.
Enriched leads from matching organizations will be tracked in the Accounts page.
Step 4: set annual revenue range
Enter the minimum and maximum annual revenue in millions, for example 5 to 50.
Assign a weight to this attribute.
Step 5: define targeted job titles
Add the job titles that align with your target buyers, for example Digital.
Assign a fit score to this attribute.
Press Enter or Tab to commit each entry.
Use the Include toggle to control whether a job title is being targeted or excluded: when Include is on, the selected job title is part of your targeting; when Include is off, the job title is excluded from your targeting criteria.
Step 6: create automated qualification prompts
Add a ChatGPT prompt using {companyName} and {companyDomain} variables.
Example: "Does {companyName} at {companyDomain} have a field sales team? Answer with Yes/No".
Assign a weight to this automated qualification criteria. This returns Yes/No responses that contribute to your overall scoring.
Step 7: add intent signals
Add behavioral indicators for intent signals that you have previously defined, for example "Viewed Pricing" or "Requested Demo".
Assign appropriate weights based on how strongly these actions predict conversion.
Use the Include toggle to control whether a signal is being targeted or excluded: when Include is on, the selected signal is part of your targeting; when Include is off, it is excluded from your targeting criteria.
Step 8: add custom attributes (optional)
Click + Add attributes to create additional scoring criteria specific to your business.
Define custom attribute names and assign appropriate weights.
Click the Save button to apply your changes.
You are now ready to use ICP Fit Scores to identify high-priority accounts.
Key concepts and best practices
Understanding ICP Fit Scores:
Fit Scores Indicate Account Qualification: higher scores suggest better-qualified prospects that warrant higher prioritization.
Total Weights Must Equal 100: this ensures proper score calculation across all attributes.
Scores Provide Filtering Power: use fit scores to segment and prioritize your prospect database.
Strategic scoring approach:
Start Focused: begin with 4 to 6 key attributes that truly indicate fit rather than trying to include everything.
Weight by Impact: assign higher weights to attributes that most strongly predict successful sales outcomes.
Use Specific Criteria: narrow parameters reduce false positives and improve lead quality.
Keep ChatGPT Prompts Binary: create prompts that return clear Yes/No answers for objective scoring.
Best practices:
Review Quarterly: adjust scoring criteria based on actual sales performance data.
Test and Refine: monitor conversion rates by fit score ranges and adjust weights accordingly.
Align with Sales Feedback: regular input from your sales team helps refine what truly indicates a good fit.
FAQs
What is an ICP Fit Score?
What is an ICP Fit Score?
An ICP Fit Score is a weighted score built from firmographic attributes, such as country, employee count, and revenue, along with intent signals and custom criteria, that measures how closely an account matches your Ideal Customer Profile. Higher scores indicate better-qualified prospects that warrant higher prioritization from your go-to-market teams.
Why do my ICP attribute weights need to total 100?
Why do my ICP attribute weights need to total 100?
Weights totaling 100 ensures the score is calculated proportionally across every attribute you have configured, whether that is country, company size, revenue, job titles, intent signals, or custom attributes. If your weights do not total 100, the score calculation will not reflect the relative importance you intended for each attribute.
How do ChatGPT qualification prompts work in ICP scoring?
How do ChatGPT qualification prompts work in ICP scoring?
You write a prompt using the {companyName} and {companyDomain} variables, phrased to return a Yes/No answer, for example asking whether a company has a field sales team. Sona runs this prompt for each account and uses the Yes/No response, weighted according to the value you assign, as one input into the overall ICP Fit Score.