Icp Matrix Builder

ICP Matrix Builder

Purpose: Not all accounts are equal. Score them honestly. Tier 1 accounts get aggressive pursuit. Tier 4 accounts get deprioritized.

Input: Research files + ICP description from seller profile Output: memory/icp-matrix.md — overwrite monthly (or after scoring new accounts) Feeds: signal-scoring uses ICP tiers to weight signal priority

STEP 0 — Confirm Scope

1. Score a new account: "Score [company] on ICP" → Read research file or run prospect-research first if no file exists
2. Full territory scoring: "Update ICP matrix" or "Score all accounts" → Score all accounts in accounts/ folder
3. Refresh ICP definition: "Update my ICP" → Re-read ICP from seller profile, discuss changes, re-score

STEP 1 — Load ICP Definition

Read the ICP description from the seller profile (injected at session start).

Parse into scoring dimensions:

• What industry/vertical is ideal?
• What company size (employees / ARR) is ideal?
• What tech stack signals indicate fit?
• What stage is ideal?
• What role or team structure drives the buying decision?

If the ICP description is vague → ask seller to clarify before scoring.

STEP 2 — Read Account Data

For each account to score:

1. Read accounts/{account}/account-brief.md → company snapshot, tech stack, contacts
2. Read accounts/{account}/research/ → most recent research file
3. If no data exists → note "insufficient data" and run prospect-research first

STEP 3 — Score on 5 Dimensions

Score each dimension 0–20 (total = 100):

D1 — Firmographic Fit (0–20)

Does the company match on industry, size, and stage?

• 18–20: Perfect match across all firmographic criteria
• 12–17: Matches 2 of 3 criteria
• 6–11: Matches 1 criterion
• 0–5: Outside ICP profile

D2 — Technical Fit (0–20)

Does their confirmed tech stack create a natural use case for the seller's product?

• 18–20: Confirmed tech stack is an obvious fit
• 12–17: Likely fit based on profile, not yet confirmed
• 6–11: Possible fit but no clear signal
• 0–5: Tech stack confirmed incompatible or no signal at all

D3 — Timing / Urgency (0–20)

Is there a signal that creates urgency now vs. in 6 months?

• 18–20: Clear forcing function — launch date, funding, leadership change, migration underway
• 12–17: Some urgency signal — active hiring, growth phase
• 6–11: No current urgency, but pain is real
• 0–5: Active lock-in, no forcing function visible

D4 — Decision Capacity (0–20)

Can they make a decision?

• 18–20: Known champion + economic buyer accessible + clear process
• 12–17: Champion identified but EB unknown, or process unclear
• 6–11: No champion identified, buying process opaque
• 0–5: Gatekept, wrong contact, or known slow/broken buying process

D5 — Value Match (0–20)

Is the specific pain the seller solves clearly present and important?

• 18–20: Confirmed pain in their words — it's a priority this year
• 12–17: Pain likely based on profile and stage
• 6–11: Pain possible but not confirmed
• 0–5: No clear pain signal, or confirmed different priorities

STEP 4 — Assign Tier

STEP 5 — Save to ICP Matrix

# ICP Matrix — Territory Snapshot
*Last updated: YYYY-MM-DD | Scored by: [seller name]*

## ICP Definition
[ICP from seller profile]

---

## Account Tiers

| Account | Tier | ICP Score | D1 Firm | D2 Tech | D3 Timing | D4 Decision | D5 Value | Top Fit Reason | Last Scored |
|---------|------|-----------|---------|---------|-----------|-------------|----------|---------------|------------|
| [Company] | 1 | 88 | 18 | 20 | 16 | 18 | 16 | Series C, 200 engineers, active migration | YYYY-MM-DD |

---

## Tier Summary

| Tier | Count | Strategy |
|------|-------|---------|
| Tier 1 (80+) | | Pursue aggressively |
| Tier 2 (60-79) | | Standard cadence |
| Tier 3 (40-59) | | Monitor + light touch |
| Tier 4 (<40) | | Deprioritize |

---

## Accounts Needing More Data

| Account | Missing | Action |
|---------|---------|--------|
| [Company] | Tech stack, contacts | Run /research |

Save to: memory/icp-matrix.md (full overwrite — current-state snapshot)

Quality Gates

• ICP definition loaded from seller profile before scoring
• All 5 dimensions scored (not skipped) for each account
• Score reasoning documented
• Accounts with insufficient data flagged — not scored 0 by default
• Tier assignments match score ranges exactly
• memory/icp-matrix.md saved with today's date