ICP

3 items

Where teams get ICP scoring wrong, and how to fix it

A broken ICP does not announce itself. It shows up as a sales team that ignores the list and a marketing team that keeps feeding it.

Mar 25, 2025 4 min read

Read the article

Records 3 shown · Fit / Engagement

Records	Fit	Engagement
Northwind Trading
Globex Systems
Fabrikam Health

Demo data [VERIFY] · scores /10.

Sort

Article · ICP

How to build an ICP scoring model: a 5-step framework

Most ICP work dies in a workshop. A model that ranks records and shows its reasons is the version that survives.

Mar 20, 2025 5 min read

Article · ICP

ICP scoring: turn your ideal customer profile into a score

An ideal customer profile you can act on is not a slide. It is a score, on every record, that you can read.

Mar 18, 2025 5 min read

Score anything
across the whole team.

RevOps

Owns the model

One shared definition of good, wired into HubSpot, that doesn’t need an engineer to change.

SDR / BDR

Works the list

A ranked list of who to work today, with the reasons sitting there before the call.

Runs the deals

See which open accounts actually fit, and why, before you spend a cycle.

Sales leadership

Owns the number

One prioritized pipeline the team trusts, instead of reps cherry-picking.

Marketing / Demand gen

Feeds the pipeline

Spend on best-fit accounts, and stop passing leads sales won’t work.

Customer success

Grows the base

Score existing accounts for fit, expansion, and risk.