ICP Matching

Systematically evaluate prospects against your Ideal Customer Profile to prioritize high-fit accounts and improve SDR efficiency.

When to Use This Skill

• Building lead scoring models

• Qualifying inbound leads

• Prioritizing outbound target accounts

• Refining ICP definitions

• Training SDRs on qualification

Methodology Foundation

Based on TOPO ICP Framework and Gartner B2B Buying Research, combining:

• Firmographic fit (company attributes)

• Technographic fit (tech stack)

• Behavioral signals (intent data)

• Persona fit (contact attributes)

What Claude Does vs What You Decide

Claude Does You Decide

Structures ICP framework ICP criteria values

Scores prospects against ICP Pass/fail thresholds

Identifies fit gaps Prioritization rules

Suggests disqualification Exception handling

Ranks prospect lists Territory assignments

Instructions

Step 1: Define ICP Dimensions

Firmographic Criteria:

Attribute Ideal Acceptable Disqualify

Company Size 100-1000 50-2000 <25 or >5000

Revenue $10M-$500M $5M-$1B <$2M

Industry SaaS, Tech Professional Services Government

Geography US, Canada UK, EU APAC

Growth Stage Series A-C Seed, Series D+ Pre-seed

Technographic Criteria:

Attribute Ideal Acceptable Disqualify

CRM Salesforce HubSpot None

Tech Stack Modern Mixed Legacy only

Competitors None installed Evaluating Locked in

Persona Criteria:

Attribute Ideal Acceptable Disqualify

Title VP/Director Manager Coordinator

Department Sales, Marketing RevOps IT

Decision Power Budget authority Influencer User only

Step 2: Weight and Score

Scoring Model:

ICP Score = (Firmographic × 40%) + (Technographic × 30%) + (Persona × 30%)

Each dimension: 0-100 points

Score Interpretation:

Score Fit Action

80-100 Excellent Prioritize immediately

60-79 Good Standard outreach

40-59 Fair Nurture, low priority

<40 Poor Disqualify

Step 3: Apply to Prospects

For each prospect:

• Gather available data

• Score each dimension

• Calculate weighted score

• Classify and prioritize

Examples

Example 1: ICP Definition

Output:

Ideal Customer Profile: B2B Sales Tech Company

Tier 1 (Excellent Fit - 80-100)

These are your ideal targets. Prioritize always.

Company:

• Size: 100-500 employees
• Revenue: $20M-$200M ARR
• Stage: Series B or C funded
• Industry: B2B SaaS
• Growth: 30%+ YoY
• Location: US/Canada

Technology:

• CRM: Salesforce
• Stack: Modern (cloud-native)
• Current solution: None or legacy competitor

Buyer:

• Title: VP Sales, CRO, Head of Sales
• Reports to: CEO/COO
• Budget: >$50K annually

Tier 2 (Good Fit - 60-79)

Worth pursuing with standard effort.

Company:

• Size: 50-100 OR 500-1000 employees
• Revenue: $10M-$20M OR $200M-$500M
• Stage: Series A or D
• Industry: B2B Tech (not pure SaaS)
• Location: UK, EU

Technology:

• CRM: HubSpot
• Stack: Mix of modern/legacy
• Current solution: Considering change

Buyer:

• Title: Director of Sales Ops
• Reports to: VP Sales
• Budget: $25K-$50K annually

Tier 3 (Fair Fit - 40-59)

Nurture only. Don't prioritize.

Company:

• Size: 25-50 OR 1000-2000 employees
• Revenue: $5M-$10M
• Stage: Seed
• Industry: Professional services

Buyer:

• Title: Sales Manager
• Budget: <$25K

Disqualified (Score <40)

Do not pursue. Auto-reject.

• Company size <25 employees
• Revenue <$2M
• Industry: Government, Education, Non-profit
• Geography: APAC, LATAM (no support)
• Competitor locked in (multi-year contract)
• No CRM in use
• Title: Individual contributor

Example 2: Prospect Scoring

Input:

Score this prospect:

Company: GrowthTech Inc Employees: 280 Revenue: $45M (estimated) Industry: B2B SaaS Founded: 2019 Location: Austin, TX Recent news: Series B ($30M) in January

Tech Stack:

• CRM: Salesforce Enterprise
• Marketing: Marketo
• No sales engagement tool

Contact: Jennifer Wu Title: VP of Revenue Operations LinkedIn: Active, posts about sales productivity Previous company: Used our competitor

Output:

ICP Match: GrowthTech Inc

Overall Score: 92/100 ⭐ EXCELLENT FIT

Firmographic Score: 95/100

Technographic Score: 90/100

Persona Score: 92/100

Weighted Total

(95 × 0.40) + (90 × 0.30) + (92 × 0.30) = 38 + 27 + 27.6 = 92.6 → 92/100

Match Summary

🎯 Tier 1: Excellent Fit

Strengths:

1. Perfect company size/stage/industry
2. Salesforce user (easy integration story)
3. VP RevOps = ideal buyer persona
4. Recent funding = budget available
5. No competitor installed = greenfield

Conversation Angles:

1. "Congrats on Series B! How is that affecting your sales team scale?"
2. "I noticed you're not using a sales engagement tool yet—most RevOps leaders at your stage are building that out now."
3. "Given your Salesforce/Marketo stack, our integration would be seamless."

Risk Factors:

• None identified

Priority: Immediate outreach Add to top of SDR queue. High-value, high-probability.

Skill Boundaries

What This Skill Does Well

• Structuring ICP frameworks

• Scoring prospects systematically

• Identifying fit gaps

• Prioritizing outreach

What This Skill Cannot Do

• Access company databases

• Verify data accuracy

• Know internal buying dynamics

• Predict conversion likelihood

When to Escalate to Human

• ICP definition changes

• Borderline accounts

• Strategic target accounts

• Exception requests

References

• TOPO ICP Framework

• Gartner B2B Buying Research

• SalesLoft ICP Best Practices

• Outreach.io Target Account Model

Related Skills

• lead-scoring

• RevOps scoring model

• signal-monitoring

• Intent data

• prospecting-research

• Deep account research

Skill Metadata

• Domain: SDR Automation

• Complexity: Intermediate

• Mode: centaur

• Time to Value: 2 hours for ICP, 5 min per prospect

• Prerequisites: ICP criteria definition