[GTM glossary](/glossary.md) ICP scoring Market & Targeting # ICP scoring (ICP) In short ICP scoring is the process of building and applying a model that rates accounts against your ideal customer profile. Each trait, such as industry or size, gets a weight, and an account's total shows how closely it matches. ICP scoring is the model and method. The number it gives a single account is its fit score. The model covers weights, thresholds, and testing, not only the number. ## How to build an ICP scoring model ### 1. List the traits that matter Start from your ICP analysis. Keep only traits that separate winners from losers, such as industry, size band, region, and key tools. ### 2. Choose weights Give more points to traits that predict outcomes more strongly. Say industry is the strongest predictor, so it gets 35 points, and region gets 10. These weights are only an example; use your own data. ### 3. Add negatives Subtract points or exclude accounts with disqualifiers, such as a segment that churns quickly. ### 4. Set tiers Convert scores into tiers, for example A, B, and C, and attach an action to each: direct outreach, automated nurture, or no outreach. ### 5. Test and recalibrate Compare scores with closed-won rates every quarter. If top-tier accounts do not convert better than lower tiers, adjust weights. --- ## Rule-based vs. predictive scoring * **Rule-based:** You set the traits and weights by hand. Transparent and easy to explain, and a good start with limited data. * **Predictive:** A statistical model finds weights from historical outcomes. It can capture patterns you miss, but needs enough clean data and is harder to explain. --- ## ICP scoring vs. fit score ICP scoring is the system that defines traits, weights, and tiers. A fit score is the single value it assigns to an account. Compare with account scoring, which can also include engagement and intent. --- ## Where teams use it * **Prospecting:** Sort target lists so reps start with the best accounts. * **Routing:** Send high scorers to AEs and the rest to SDR or nurture programs. * **Marketing spend:** Focus ad and ABM budget on top-tier accounts. --- ## Common mistakes * Using too many traits, which makes the score hard to trust or explain. * Skipping validation against real outcomes. * Scoring on missing data, which unfairly lowers good accounts. * Treating a high score as a buying signal rather than a fit signal. --- ## ICP scoring FAQs **What is ICP scoring?** ICP scoring is a method for ranking accounts by how closely they match your ideal customer profile. Each trait gets a weight, and the total tells teams which accounts to prioritize, route to a rep, nurture, or exclude from outreach. **How do you create an ICP scoring model?** List the traits that separate your best customers from the rest, assign weights based on how strongly each predicts wins, subtract points for disqualifiers, set score tiers with actions, and test results against closed deals every quarter. **What is the difference between ICP scoring and lead scoring?** ICP scoring rates how well a company matches your target customer profile, using mostly static traits. Lead scoring usually rates individual people and often adds behavior such as email clicks or page visits to measure interest. **Should ICP scoring be rule-based or predictive?** Start rule-based if you have limited data, because it is transparent and easy to explain. Move to predictive scoring when you have enough clean outcome data for a model to find patterns, and keep checking its results against real deals. Share term --- ## More related phrases * [ICP fit](/glossary/icp-fit.md) * [Fit and intent matrix](/glossary/fit-and-intent-matrix.md) * [ICP template](/glossary/icp-template.md) ## Similar phrases * [Account scoring](/glossary/account-scoring.md) Account scoring assigns a numeric value to each company based on fit and engagement criteria, so teams can compare accounts consistently and decide where to focus sales and marketing effort. * [Fit score](/glossary/fit-score.md) A fit score is a number that rates how closely a company or contact matches your target customer, using static traits such as industry, size, and tech stack. * [ICP analysis (ICP)](/glossary/icp-analysis.md) ICP analysis is the process of studying your customer and deal data to find which company traits predict wins, retention, and growth, so you can define or refine your ideal customer profile. * [Predictive scoring](/glossary/predictive-scoring.md) Predictive scoring uses a model trained on past wins and losses to assign each lead or account a score showing how likely it is to convert, so teams can prioritize effort. * [Lead scoring](/glossary/lead-scoring.md) Lead scoring is a method of ranking leads with points for fit and behavior, so sales can focus first on the people most likely to become customers.