ICP Scorecard
ICP Fit Scorecard
Four-pillar ICP readiness assessment with executive summary — before you scale outbound spend or hire SDRs.
B2B ICP readiness assessment — rate each capability on a four-point maturity scale.
Definition
Written ICP with firmographics, technographics, and disqualifiers.
Buying committee roles and personas documented per segment.
Data & Scoring
Accounts scored before outbound — not worked from raw lists.
Timing signals (funding, hiring, tech changes) drive prioritization.
CRM fields reflect ICP tier and qualification status consistently.
Sales Alignment
Sales agrees on qualified meeting criteria before scale.
Messaging varies by segment — not one generic sequence.
Execution Cadence
ICP and conversion data reviewed monthly with updates.
Go deeper
Playbooks & expert audits
Extend your calculator results with paid templates or a fixed-price diagnostic. All offers
Paid playbook
ICP Worksheet + 90-Day Action Plan
$79
Implementation-ready ICP template with scoring rubric and quarterly execution cadence.
- ICP definition worksheet
- Scoring matrix template
- 90-day outbound readiness checklist
- Sales alignment workshop agenda
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Fixed-price audit
ICP + GTM Model Workshop
From $2,500
Half-day working session: ICP definition, GTM model fit, and squad vs hire decision framework.
- ICP + disqualifier documentation
- GTM model recommendation
- Qualification rubric for sales
- Execution roadmap deliverable
Stack we configure for clients
Tools our squads deploy in client environments. Affiliate disclosure
- ClayLearn more →
- ApolloLearn more →
- Who is this assessment for?
- VP Sales, founders, and RevOps leaders evaluating whether ICP is ready for scaled outbound.
- What score should I target?
- 75+ is scale-ready and aligns with 70%+ show-rate benchmarks. Below 50 means document ICP and qualification before increasing spend.
- What are the four pillars?
- Definition, Data & Scoring, Sales Alignment, and Execution Cadence — each scored independently with priority fixes surfaced in the report.
- How does this connect to outbound?
- Teams scoring below 50 on Data & Scoring typically see deliverability and reply-rate issues when scaling purchased lists. Fix ICP before volume.
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