gabrielmoreira Skill: ICP Scoring
Duration: 15–30 minutes per account (or run in batch)
Output: ICP score + tier assignment saved to CRM or outputs/scoring/
Quick Start
Single account:
Read skills/icp-scoring/SKILL.md and score [company.com] against our ICP
Batch:
Read skills/icp-scoring/SKILL.md and context/icp-definition.md.
Score these companies and output a table sorted by score, Tier 1 flagged:
[paste list of company names or domains]
Purpose
Score any account against your ICP and assign it to the right tier. Replaces gut feel with a repeatable model. When run at scale, it tells you which accounts to prioritize this week, which to monitor, and which to skip entirely.
When to Run This Skill
- New accounts entering the pipeline — score before assigning to a rep
- Enrichment run complete — re-score the full account list
- ICP definition updated — re-score to find newly qualified accounts
- Preparing a campaign list — score to determine sequence tier
- Quarterly pipeline review — re-score all open opportunities
Re-scoring Cadence
Scores go stale. Set a recurring schedule:
| Segment | Frequency | Why |
|---|---|---|
| Full account list | Quarterly | ICP drift, new signal data |
| Tier 1 accounts | Monthly | High-value; worth tracking closely |
| Active pipeline | After each campaign | Campaign results reveal scoring gaps |
| After ICP change | Immediately | Find newly qualified or disqualified accounts |
After a quarterly re-score, pull the delta: which accounts moved tiers? Accounts that dropped from Tier 1 to Tier 2 need to be removed from AE pipelines. Accounts that moved up need to be activated.
Inputs
- Account name, domain, and available firmographic/technographic data
context/icp-definition.md— scoring criteria and tier definitionscontext/signal-library.md— signal scores to add on top of ICP fit
Scoring Model
Part 1: ICP Fit Score (0–70 points)
Measure how well the account matches your ideal customer profile.
Firmographic Fit (0–30 points)
| Criterion | Points | How to assess |
|---|---|---|
| Employee count in range | 0–10 | [Your range from ICP definition] |
| Industry match | 0–10 | Primary = 10, Secondary = 5, Other = 0 |
| Funding stage match | 0–10 | Ideal stage = 10, Adjacent = 5, Outside = 0 |
Technographic Fit (0–20 points)
| Criterion | Points | How to assess |
|---|---|---|
| Uses [key integration tool] | 0–10 | Confirms workflow match |
| Uses [secondary tool] | 0–5 | Confirms sophistication level |
| No [disqualifying tool] | 0–5 | Absence of competitive blocker |
Organizational Fit (0–20 points)
| Criterion | Points | How to assess |
|---|---|---|
| Has [key role/function] | 0–10 | Confirms decision-maker exists |
| [Role] hired in last 12 months | 0–5 | New leader = change appetite |
| Hiring for [relevant role] | 0–5 | Active investment in function |
Part 2: Signal Score (0–30 points)
Add points for active signals from context/signal-library.md. Reference the point values defined there.
Note: Signal scores decay over time. Apply the decay multipliers from context/signal-library.md — a signal at 91–180 days is worth 25% of its original value; at 180+ days it expires entirely.
Total Score Interpretation
| Total | Tier | Action |
|---|---|---|
| 80–100 | Tier 1 | Immediate outreach, full research (run Account Research skill), assign to AE |
| 60–79 | Tier 2 | Signal-triggered sequence within 48 hours |
| 40–59 | Tier 3 | Add to automated sequence |
| 20–39 | Tier 4 | Monitor, re-score in 90 days |
| 0–19 | Exclude | Remove from active list |
Running at Scale (Batch Scoring)
When scoring a large list (50+ accounts), structure the output as a table:
| Account | Domain | Firmographic | Technographic | Org | Signal | Total | Tier | Action |
Instruct Claude:
Read skills/icp-scoring/SKILL.md and context/icp-definition.md.
Score the accounts in [file or pasted list].
Output a scored table sorted by total score descending.
Flag any accounts scoring 80+ for immediate follow-up.
Scoring Output Format
# ICP Score: [Company Name]
Date scored: [YYYY-MM-DD]
Scored by: [Claude / Name]
## Score Breakdown
| Category | Score | Max | Notes |
|----------|-------|-----|-------|
| Firmographic fit | X | 30 | [Key observations] |
| Technographic fit | X | 20 | [Key observations] |
| Organizational fit | X | 20 | [Key observations] |
| Active signals | X | 30 | [Signals present] |
| **Total** | **X** | **100** | |
## Tier Assignment: [Tier 1 / 2 / 3 / 4 / Exclude]
## What Qualifies Them
- [Specific reason 1]
- [Specific reason 2]
## What Disqualifies or Reduces Score
- [Gap 1 — what would need to change for this to be a higher tier]
## Recommended Next Action
[Specific: which skill to run next, which sequence to assign, or what to monitor]
## Re-score Trigger
[Condition that should trigger re-scoring — e.g., "If they raise a new round" or "If they hire a VP of Ops"]
Calibration Notes
Update this section when you find scoring gaps — accounts that scored high but churned, or accounts that scored low but converted.
| Date | Account | Scored | Actual outcome | What the model missed |
|---|---|---|---|---|
Run a calibration review quarterly: pull the last 90 days of scored accounts and compare predicted tier to actual outcome. Adjust point values where the model is consistently wrong.