This guide walks you through configuring Ideal Customer Profile (ICP) Fit Score to identify and prioritize high-value accounts based on firmographic data and intent signals. You'll learn how to create a systematic scoring approach that will help 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'll be ready to confidently identify and prioritize your most valuable potential customers.
When to Use This
When to Use This
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
Clear understanding of your target market characteristics
Knowledge of your ICP Fit score attributes (number of employees, revenue, location, etc.)
Step-by-Step Instructions
Step-by-Step Instructions
Step 1: Access the ICP Scoring Page
Step 1: Access the ICP Scoring Page
Navigate to the Scoring page from your main dashboard
Select the ICP tab to begin configuration
You'll 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
Step 2: Set targeted countries
Enter the countries that you target (e.g., United States)
Assign a fit score weight to this attribute (remember: all weights must total 100)
Use the "×" 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
Step 3: Define the Number of Employees Range
Enter the minimum and maximum number of employees (e.g., 50-100)
Assign an appropriate weight to company size based on its importance to your business
Note: Enriched leads from matching organizations will be tracked in the Accounts page
Step 4: Set Annual Revenue Range
Step 4: Set Annual Revenue Range
Enter the minimum and maximum annual revenue in millions (e.g., 5-50)
Assign a weight to this attribute
Step 5: Define Targeted Job Titles
Step 5: Define Targeted Job Titles
Add the job titles that align with your target buyers (e.g., Digital)
Assign a fit score to this attribute
Press Enter/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
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
Step 7: Add Intent Signals
Add behavioral indicators for intent signals that you have previously defined (e.g., "Viewed Pricing", "Requested Demo")
Assign appropriate weights based on how strongly these actions predict conversion
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 8: Add Custom Attributes (Optional)
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're now ready to use ICP Fit Scores to identify high-priority accounts!
Key Concepts
Key Concepts
Understanding ICP Fit Scores
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
Strategic Scoring Approach
Start focused: Begin with 4-6 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
ChatGPT prompts should be binary: Create prompts that return clear Yes/No answers for objective scoring
Best Practices
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