Free tool · The ICP grader
If reps spend their time on the wrong accounts, the forecast is wrong before the first call. Score each account on the five things your best customers share. The grader sorts them into A, B and C, and your reps’ time goes to the As.
The grading runs entirely in your browser. Up to five accounts on preset weights. Grade bands: A ≥ 4.0, B ≥ 3.0, C below.
Each dimension is scored on a five-point scale. Give a five only for something you could show a sceptic. If you’re between two scores, take the lower one, so the grade survives a challenge.
Firmographic
Does the company look like your best customers – size, ARR band, sector, geography?
Score 1: wrong size or market entirely · Score 5: a near-twin of the accounts you’ve already won
Use case
Do they have the problem you solve?
Score 1: you’d have to convince them they have it · Score 5: they’ve described it in their own words
Trigger / timing
Is there a reason to buy now?
Score 1: no event, no timeline · Score 5: a live trigger: new funding, new leader in seat, a missed number, a hard deadline
Economic
Can they pay what it’s worth?
Score 1: no budget and the price would be a stretch · Score 5: funded budget and a cost of doing nothing they can quantify
Access
Can you reach the people who decide?
Score 1: no route to the buyer · Score 5: a warm path to the economic buyer, not just a user
Score each account on each dimension. The weighted score and grade update as you go.
More free tools: Walk your forecast around the four seats · Score your GTM operating system
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