Free template · GTM strategy & ICP
ICP Scoring Template
Score target accounts against weighted ICP criteria and sort them into A, B and C tiers automatically.
What's inside
- 7 editable, weighted ICP criteria with what a 0 and a 3 look like
- Automatic fit score (0 to 100) and A/B/C tier per account
- Room for 100 accounts, with dropdown validation
- Editable tier thresholds
Who it's for
Teams building a target account list who want to prioritize by fit, not gut feel.
Why it matters
Early-stage teams often build a target list from instinct: logos they like, companies a friend mentioned, or whatever a database search returns. Without a shared definition of fit, the list grows fast and effort spreads thin. Reps spend the same time on a weak account as on a strong one, and nobody can explain why an account was chosen.
A weighted scoring model turns your ICP into something you can apply the same way to every account. You decide what matters most, such as a buying trigger or access to the buyer, and the sheet does the math. The result is a ranked list that tells you where to spend research time first and which accounts to leave out.
How to use it
- 1Open the Criteria tab and rename or reword the seven criteria to fit your market, keeping the 'what a 3 looks like' and 'what a 0 looks like' descriptions concrete.
- 2Adjust the weights so they reflect what predicts a good customer for you, and check the total cell shows OK at 100%.
- 3Set the Tier A and Tier B thresholds on the Criteria tab, or keep the defaults of 75 and 50 until you have more data.
- 4On the Target accounts tab, score each account 0 to 3 per criterion and let the fit score and tier fill in automatically.
- 5Sort by fit score, start outreach with Tier A, and use the notes column to record the trigger or reason behind each score.
Read alongside it
- How to define your ICP (ideal customer profile)
- ICP template and examples
- How to build a target account list
ICP Scoring Template: FAQ
- What should an ICP scoring model include?
- Include the factors that separate your best customers from poor fits. Common ones are industry, company size, geography, a recent buying trigger, tech stack fit, visible evidence of the problem and access to the right buyer. Give each a weight and a clear description of what strong fit and no fit look like.
- How do you weight ICP criteria?
- Start by looking at your best current customers and asking what they had in common before they bought. Give the most weight to factors that showed up consistently, often a trigger or clear evidence of the problem. Keep the total at 100%, then revisit the weights as you win and lose more deals.
- What is the difference between Tier A, B and C accounts?
- Tiers group accounts by fit score so effort matches value. Tier A accounts are the best fit and deserve deeper research and personal outreach. Tier B accounts are a good fit and can get lighter personalization. Tier C accounts fall below your threshold and are usually left out or revisited later.
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