ICP fit check
Check every account against your ideal customer profile and sort it into an A, B or C tier.
Preview
Example data| Companies | Sells B2B | Business model | Employee Range | Headquarters | Fit tier |
|---|---|---|---|---|---|
| Cloudbridge GmbH | Yes | SaaS | 51-200 | Berlin, Germany | A |
| Taskwerk | Yes | SaaS | 201-500 | Munich, Germany | A |
| Brückenwerk Digital | Yes | Services | 51-200 | Stuttgart, Germany | B |
| Hafenkiosk | No | Retail | 11-50 | Hamburg, Germany | C |
Columns in this template
Each column is a research question. Compelling answers it for every row and shows the source next to the answer.
- Sells B2BDoes this company sell primarily to other businesses?Yes / No
- Business modelWhich business model describes this company best?Single choice
- Employee RangeWhich employee count range best describes this company?Single choice
- HeadquartersWhere is this company headquartered?Address
- Fit tierBased on the other columns, is this account an A, B or C fit for a B2B software vendor selling to mid-sized companies?Single choice
When to use it
Clean up an imported list
Run it on a trade fair list or a CRM export and see within minutes which accounts are worth a rep's time.
Route accounts by tier
Send A accounts to sales, B accounts into nurturing and drop C accounts before they cost outreach budget.
Make your ICP explicit
Writing the fit question forces the team to agree on what a good customer is. Edit it until it matches how you sell.
FAQs
Can I change the fit criteria?
Yes. The fit tier is a normal research question. Rewrite it with your own criteria, or add columns for the signals that matter to you.
Where does the employee range come from?
Compelling researches it from public sources such as the company website, register filings and business profiles, and shows the source with each answer.