The RevSyt ICP scoring framework
Most ICPs are written as prose and therefore cannot be scored. This is how to turn one into criteria a person or a model can check.
Last updated · Written by the RevSyt team at Meta-Insyt LLC
What is ICP scoring?
ICP scoring measures how closely a company matches your ideal customer profile and expresses the result as a comparable score rather than a yes/no label — so a list can be ranked instead of merely filtered.
The six fit dimensions RevSyt assesses
| Dimension | Question it answers |
|---|---|
| Industry | Does this sector have the problem the product solves, recurrently? |
| Company size | Is the organisation inside the band the product is built and priced for? |
| Geography | Can you sell, support and comply where they operate? |
| Technology | Does the current stack make the product an addition, adjacency or replacement? |
| Business model | Does how they make money create the need — for example, service delivery versus internal IT? |
| Persona | Do the roles that must exist for a purchase to happen actually exist there? |
Writing testable criteria
Rewrite each line of a prose ICP into a checkable statement:
| Prose ICP | Testable criterion |
|---|---|
| "Mid-sized companies" | 250–5,000 employees per the latest filing or official page |
| "Tech-forward" | At least one public engineering role or engineering blog in the last 12 months |
| "Security conscious" | A named security leadership role, or a published certification programme |
| "Growing" | Sustained hiring in the relevant function across the last two quarters |
Calibration
- Score ten closed-won, ten closed-lost and ten never-responded accounts blind.
- If won and lost accounts land in the same range, the criteria are not discriminating — tighten the weakest dimension first.
- Re-check quarterly; an ICP that has not moved in two years usually reflects who you sold to, not who you can sell to now.
Applying it in RevSyt
In RevSyt, the ICP is expressed by the technology profile you build: the product, its buyers, its triggers and its competitors. Every account is then assessed against that profile. The B2B ICP scoring criteria guide goes deeper on individual criteria.
Frequently asked questions
What is ICP scoring?
ICP scoring measures how closely a company matches your ideal customer profile — the attributes shared by the accounts you serve best — expressed as a comparable score rather than a yes/no label.
What is the difference between an ICP and a buyer persona?
An ICP describes the company you want to sell to. A persona describes the person inside it you need to convince. You need both, and they answer different questions.
How do you write an ICP that can actually be scored?
Write each criterion so it can be checked against public evidence with a clear pass, partial or fail. If two researchers would disagree on how to score it, it is written too loosely.
How does RevSyt use ICP fit?
RevSyt assesses ICP fit across industry, company size, geography, technology, business model and persona, and folds the fit dimensions into the overall account score.