Skip to content
Work with Shashwat
Menu
ICP Intelligence

ICP Scoring Model

Create a lead qualification scoring template

For demand gen, RevOps and sales leads. The decision: which leads are worth a seller's time?

Give it the criteria that matter and how important each one is, and get back a scoring matrix with example weights, qualification tiers, a scorecard template and CRM setup steps.

Try it with an exampleUse your own details

Last updated

Scoring Matrix to tierScoring Matrix to tier: Company Size, Industry Fit, Budget Authority add up to a tier: Tier A, Tier B, Tier C, Tier D.Scoring Matrix to tierCompany SizeIndustry FitBudget AuthorityTier ATier BTier CTier D
How the answer is laid out, using the sections the tool prints.

How do I build a B2B lead qualification scoring model with tiers and CRM rules?

List your qualification criteria and mark each one as Critical (preset example weight of 20 to 25 points), Important (10 to 15 points), or Nice-to-Have (5 to 10 points). For ordered values, the first value you list gets the full weight, the last gets 0 points, and values between step down evenly; ICP Scoring Model then sets four qualification tiers as percentages of your maximum score (Tier A: Hot at 80%+, Tier B: Warm at 60% to 79%, Tier C: Developing at 40% to 59%, Tier D: Unqualified below 40%), along with a scorecard template and CRM setup steps.

What you get

This sample is a made up example, built from the inputs behind Fill in an example. It shows part of one section of the answer.

Qualification Tiers

TierScore RangeActionSLA
A: Hot32-40Immediate outreach, fast-trackDemo within 24 hours
B: Warm24-31Priority follow-upDemo within 48 hours
C: Developing16-23Nurture sequenceWeekly touch
D: Unqualified0-15Marketing nurture onlyAuto-nurture

The bands are 80%, 60% and 40% of your maximum score of 40 points. Set the times above to how deals run in fintech, spend and expense: CFO led with a security and compliance review inside the cycle; proof through a pilot on one entity or department.

Qualification Scorecard Template

Account: _______________

Date: _______________

Number of employees (Max: 25 pts)
☐ 300 to 3000 (25 pts)
☐ 100 to 299 (13 pts)
☐ under 100 (0 pts)
Score: ___ / 25

See the full example answer or run it with your own details.

Run ICP Scoring Model

Every field is optional. You can add: Scoring criteria, Success correlation, Product category.

Importance is critical, important or nice_to_have; then one or more values, separated by commas. For example: Number of employees, critical, 300 to 3000, 100 to 299

What correlates with success? (e.g., "deals with VP Sales champion close 2x faster")

Optional: your company or product name, so the answer can name it

Example answer

Generated on 2 November 2026 from this branch, with the inputs behind Fill in an example. Your own inputs give a different result.

ICP Intelligence report

Example: ICP Scoring Model

Made with ICP Scoring Model by Helix GTM ConsultingBased on the made-up example inputshttps://icp-intelligence.gtmhelix.com/tools/icp-scoring-model/

Show the full result

ICP Scoring Model

Scoring Framework for spend management software
  • Company: not given (add the company input to name your company or product in this answer)

Sector: read from your inputs as fintech, spend and expense.

Success Correlation Noted: "Customers with an ERP and a finance controller renew most"
This pattern is already a criterion: ERP in use. If it holds in your closed deals, make it critical.

Scoring Criteria & Weights

The weights below are preset by importance level (critical, important, nice to have); they are not calculated from your data.

Example figures: replace with your own. Every point value and band below is an example.

Weight Distribution
PriorityWeight RangePurpose
Critical20-25 ptsMust-have for qualification
Important10-15 ptsStrong success indicators
Nice-to-Have5-10 ptsBonus factors
Scoring Matrix
CriterionWeightScoring Values
Number of employees25 pts300 to 3000 (25 pts) / 100 to 299 (13 pts) / under 100 (0 pts)
ERP in use15 ptsYes (15 pts) / No (0 pts)

For Number of employees and ERP in use, the values run in an order (a range, yes or no, a timeline), so the first value you listed scores the full weight, the last scores 0, and the values between score even steps; list each of these criteria's values from best fit to worst fit. All of these points are examples to adjust.

Maximum Score: 40 points (Example figure: replace with your own)

Qualification Tiers
TierScore RangeActionSLA
A: Hot32-40Immediate outreach, fast-trackDemo within 24 hours
B: Warm24-31Priority follow-upDemo within 48 hours
C: Developing16-23Nurture sequenceWeekly touch
D: Unqualified0-15Marketing nurture onlyAuto-nurture

The bands are 80%, 60% and 40% of your maximum score of 40 points. Set the times above to how deals run in fintech, spend and expense: CFO led with a security and compliance review inside the cycle; proof through a pilot on one entity or department.

Qualification Scorecard Template
Account: _______________
Date: _______________

Number of employees (Max: 25 pts)
☐ 300 to 3000 (25 pts)
☐ 100 to 299 (13 pts)
☐ under 100 (0 pts)
Score: ___ / 25

ERP in use (Max: 15 pts)
☐ Yes (15 pts)
☐ No (0 pts)
Score: ___ / 15

TOTAL SCORE: ___ / 40 (Example figure: replace with your own)

TIER: ☐ A (Hot) ☐ B (Warm) ☐ C (Developing) ☐ D (Unqualified)

Evidence in Your Success Pattern

Each statement you gave, and what it can do for the model:

  • "Customers with an ERP and a finance controller renew most": a result as you gave it

None of your criterion values is named in these statements, so the evidence does not yet tell you which value to score highest.

No statement names these yet (that does not mean they are absent; check them against your closed deals): "300 to 3000" (Number of employees); "100 to 299" (Number of employees); "under 100" (Number of employees).

Use page claims and recognition as messaging, not as scoring evidence: score only what you can see in your closed-won and closed-lost deals.

Fit Signals to Score in fintech, spend and expense

Each discovery question below can become a criterion you score before the first call, if the answer is findable (annual report, job posts, website or CRM):

  1. How many days does the month end close take today, and which step takes longest?
  2. How are card spends, claims and invoices matched to the ledger today, and by whom?
  3. What did the last audit say about spend controls or approvals?
  4. Which ERP or ledger must every transaction post into, and who owns that integration?
Implementation Guide
In your CRM
  1. Create one field for each of your 2 criteria: Number of employees and ERP in use
  2. Create a formula field that adds the points (maximum 40)
  3. Create automation rules that set the tier from the bands above
  4. Create a dashboard of how many accounts sit in each tier
Score Validation Process
  • Weekly: Review closed-won deals for scoring accuracy
  • Monthly: Adjust weights based on win/loss patterns
  • Quarterly: Full model review with sales leadership
Red Flags (review before you qualify)

Even a high score should be reviewed if there is no clear problem or need, a competitor is locked in with a multi-year contract, the decision maker is not accessible, or the budget cycle is more than 6 months away (Example figure: replace with your own).

Objections that are red flags in fintech, spend and expense: our ERP already does this; security and compliance review; migration will disrupt the close; regulatory caution. Check for them before an account scores high.

Success Indicators to Track

Add these fields to your CRM to improve scoring over time:

FieldTypeWhy Track
Days to CloseNumberCorrelate with score
Win/LossPicklistValidate scoring accuracy
Champion TitleTextFind winning patterns
Trigger EventTextIdentify timing signals
CompetitorPicklistTrack displacement success
Sector notes: fintech, spend and expense
  • Who usually decides: The CFO signs; the Finance Controller or the head of the affected finance team champions; internal audit and compliance review controls; IT checks ERP integration and security; HR joins when employees are affected.
  • Roles that usually buy and use it: Chief Financial Officer, Finance Controller, Head of Accounts Payable, Head of Treasury, Internal Audit Lead, Compliance Officer, Head of IT.
  • What this sector measures: days to close the books, reconciliation effort, policy breach rate, approval cycle time, audit findings, cost per transaction, payment success rate.
  • Words this sector's buyers use: reconciliation, month end close, policy controls, audit trail, accounts payable, ERP posting, compliance review, approval workflow, data residency.
  • Objections this sector often raises: our ERP already does this; security and compliance review; migration will disrupt the close; regulatory caution.

To sharpen this, give:

  • company (it would put your company name on the model)

Next Step: Use Buyer Group Analyzer to map decision-making dynamics

Suggested timings, lengths and counts: adjust them to your own.

Built by Shashwat Ghoshhttps://icp-intelligence.gtmhelix.com/tools/icp-scoring-model/

When a tool is not enough: if the decision needs more than one answer, talk it through in a call. Book 45 minutes with Shashwat.

How to read the answer

The tool builds a lead and account qualification scorecard from your criteria (criterion, importance, values), assigning preset example weights by importance (Critical = 25 pts, Important = 15 pts, Nice-to-Have = 5 to 10 pts) and stepping points evenly from the first value (full weight) to the last value (0 pts). It sets four Qualification Tiers (A: Hot at 80%+, B: Warm at 60-79%, C: Developing at 40-59%, and D: Unqualified below 40% of your maximum score), prints a printable Qualification Scorecard Template, checks Evidence in Your Success Pattern, and gives CRM setup and validation steps. The weights are preset examples, not calculated from your CRM data.

What to do next

  • Founder: Check Evidence in Your Success Pattern to confirm that the values you listed first (scoring full points) actually correlate with higher win rates or renewals in your closed deals.
  • CEO: Review Red Flags (review before you qualify) so the team does not fast-track a high-scoring account that has no clear problem, a multi-year competitor lock-in, or no access to the decision maker.
  • CMO: Work with RevOps to add the four Fit Signals to Score and the Success Indicators to Track (Days to Close, Win/Loss, Champion Title, Trigger Event, Competitor) to your CRM.
  • CRO: Set response SLAs for Tier A: Hot and Tier B: Warm leads and review closed-won deals weekly to validate whether high scores actually close faster.
  • Demand generation head: Route Tier C: Developing and Tier D: Unqualified leads into automated nurture sequences instead of passing them to sales reps.

Why come back

Return monthly to adjust the criteria order and importance levels based on actual win/loss data in your CRM, and re-run the model whenever you add a new qualification signal or enter a new sector. The tool applies the same fixed rules every time. It does not call an AI model, and this site does not keep what you enter.

Who is the ICP Scoring Model tool not ideal for?

  • Teams looking for a list of companies to target: the tools describe and score profiles from your data, but they do not find companies.

How do I use the ICP Scoring Model tool with an AI assistant?

Add ICP Intelligence once (see Use it in Claude, ChatGPT or Gemini), then ask in plain words. Here is a prompt built from the tested example:

My role is not stated. Ask me for my role first. Use ICP Intelligence's ICP Scoring Model tool. product category: spend management software; scoring criteria: Number of employees (importance critical, values 300 to 3000, 100 to 299, under 100); ERP in use (importance important, values Yes, No); success correlation: Customers with an ERP and a finance controller renew most. If this tool is unavailable, ask me to open its web page; do not invent its output. In Gemini CLI or Antigravity, use the Helix GTM Suite skills package for related guidance, without claiming to run this connector.

How does the ICP Scoring Model tool work?

You do not need to sign in. A web browser is enough, and the answer comes back in a second or two.

  1. Fill in the form above, or press Fill in an example.
  2. Press Run ICP Scoring Model.
  3. Read the result on this page, then copy it and edit it before you use it.

It applies fixed rules in the ICP Intelligence code to the inputs above and returns text. It does not call an AI model, does not look anything up, and does not store what you type. The web form and the AI assistant connector run the same tool code, so the same input gives the same answer in both.

Previous: ICP Deep DiveNext: Buyer Group Analyzer

For developers

MCP tool name: icp_scoring_model. REST: POST https://icp-intelligence.gtmhelix.com/api/tools/icp_scoring_model with this JSON body (see How it works):

{
  "input": {
    "product_category": "spend management software",
    "scoring_criteria": [
      {
        "criterion": "Number of employees",
        "importance": "critical",
        "values": [
          "300 to 3000",
          "100 to 299",
          "under 100"
        ]
      },
      {
        "criterion": "ERP in use",
        "importance": "important",
        "values": [
          "Yes",
          "No"
        ]
      }
    ],
    "success_correlation": "Customers with an ERP and a finance controller renew most"
  }
}

Choose your app

Run a Helix tool in your browser, then take the result to ChatGPT, Claude or Gemini. Connectors work with supported plans in Claude, ChatGPT, Cursor, VS Code and Windsurf. The Helix GTM Suite skills package supports Claude Code, Gemini CLI, Antigravity, Cursor and VS Code, and is available through skills.sh. Each plugin has its own installation steps, below or on its own page.

Connector setup guides · Skills package setup guide · Find the skills on skills.sh