ICP Scoring
ICP Scoring is the process of evaluating each account against the Ideal Customer Profile rubric to produce a fit score — a quantitative signal of how closely the account matches the company's best customers.
What is ICP Scoring?
ICP Scoring takes the ICP rubric (firmographics, technographics, disqualifiers, weighted criteria) and produces a numeric or tiered score per account. Common patterns: A/B/C tiers, a 0-100 score, or a percentile rank. The score drives action — A-tier accounts get high-touch treatment, C-tier accounts get volume sequences or get skipped entirely. The hardest part of scoring isn't the math; it's keeping the rubric calibrated as the business evolves.
Why it matters
- Replaces gut-feel prioritization with a defensible, reviewable scoring system.
- Scores feed directly into routing, sequence selection, and agent decisions.
- Scoring failures (high score, no close) are diagnostic — they reveal rubric drift.
Use cases
- Tier-based routing. A-tier accounts route to senior AEs; C-tier accounts run automated motions.
- Sequence selection. Different scores trigger different cadences automatically.
- Quarterly audit. Compare won/lost deal scores to spot rubric drift before it becomes expensive.
How turgo helps
turgo scores every account in Golden DB against the ICP rubric in real time — and re-scores on every signal update so scores stay current rather than going stale.
See turgo in action →
