icp-matching
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npx mdskill add guia-matthieu/clawfu-skills/icp-matchingScore and qualify prospects against your Ideal Customer Profile using firmographic, technographic, and behavioral criteria.
- Helps prioritize high-fit accounts and improve SDR efficiency for lead scoring and qualification.
- Integrates with the TOPO ICP Framework and Gartner B2B Buying Research methodologies.
- Decides based on structured ICP dimensions, scoring prospects against defined criteria and thresholds.
- Presents results through structured tables and rankings for prospect evaluation and prioritization.
SKILL.md
.github/skills/icp-matchingView on GitHub ↗
--- name: icp-matching description: Score and qualify prospects against your Ideal Customer Profile using firmographic, technographic, and behavioral criteria license: MIT metadata: author: ClawFu version: 1.0.0 mcp-server: "@clawfu/mcp-skills" --- # ICP Matching > Systematically evaluate prospects against your Ideal Customer Profile to prioritize high-fit accounts and improve SDR efficiency. ## When to Use This Skill - Building lead scoring models - Qualifying inbound leads - Prioritizing outbound target accounts - Refining ICP definitions - Training SDRs on qualification ## Methodology Foundation Based on **TOPO ICP Framework** and **Gartner B2B Buying Research**, combining: - Firmographic fit (company attributes) - Technographic fit (tech stack) - Behavioral signals (intent data) - Persona fit (contact attributes) ## What Claude Does vs What You Decide | Claude Does | You Decide | |-------------|------------| | Structures ICP framework | ICP criteria values | | Scores prospects against ICP | Pass/fail thresholds | | Identifies fit gaps | Prioritization rules | | Suggests disqualification | Exception handling | | Ranks prospect lists | Territory assignments | ## Instructions ### Step 1: Define ICP Dimensions **Firmographic Criteria:** | Attribute | Ideal | Acceptable | Disqualify | |-----------|-------|------------|------------| | Company Size | 100-1000 | 50-2000 | <25 or >5000 | | Revenue | $10M-$500M | $5M-$1B | <$2M | | Industry | SaaS, Tech | Professional Services | Government | | Geography | US, Canada | UK, EU | APAC | | Growth Stage | Series A-C | Seed, Series D+ | Pre-seed | **Technographic Criteria:** | Attribute | Ideal | Acceptable | Disqualify | |-----------|-------|------------|------------| | CRM | Salesforce | HubSpot | None | | Tech Stack | Modern | Mixed | Legacy only | | Competitors | None installed | Evaluating | Locked in | **Persona Criteria:** | Attribute | Ideal | Acceptable | Disqualify | |-----------|-------|------------|------------| | Title | VP/Director | Manager | Coordinator | | Department | Sales, Marketing | RevOps | IT | | Decision Power | Budget authority | Influencer | User only | ### Step 2: Weight and Score **Scoring Model:** ``` ICP Score = (Firmographic × 40%) + (Technographic × 30%) + (Persona × 30%) Each dimension: 0-100 points ``` **Score Interpretation:** | Score | Fit | Action | |-------|-----|--------| | 80-100 | Excellent | Prioritize immediately | | 60-79 | Good | Standard outreach | | 40-59 | Fair | Nurture, low priority | | <40 | Poor | Disqualify | ### Step 3: Apply to Prospects For each prospect: 1. Gather available data 2. Score each dimension 3. Calculate weighted score 4. Classify and prioritize ## Examples ### Example 1: ICP Definition **Output:** ``` ## Ideal Customer Profile: B2B Sales Tech Company ### Tier 1 (Excellent Fit - 80-100) **These are your ideal targets. Prioritize always.** **Company:** - Size: 100-500 employees - Revenue: $20M-$200M ARR - Stage: Series B or C funded - Industry: B2B SaaS - Growth: 30%+ YoY - Location: US/Canada **Technology:** - CRM: Salesforce - Stack: Modern (cloud-native) - Current solution: None or legacy competitor **Buyer:** - Title: VP Sales, CRO, Head of Sales - Reports to: CEO/COO - Budget: >$50K annually --- ### Tier 2 (Good Fit - 60-79) **Worth pursuing with standard effort.** **Company:** - Size: 50-100 OR 500-1000 employees - Revenue: $10M-$20M OR $200M-$500M - Stage: Series A or D - Industry: B2B Tech (not pure SaaS) - Location: UK, EU **Technology:** - CRM: HubSpot - Stack: Mix of modern/legacy - Current solution: Considering change **Buyer:** - Title: Director of Sales Ops - Reports to: VP Sales - Budget: $25K-$50K annually --- ### Tier 3 (Fair Fit - 40-59) **Nurture only. Don't prioritize.** **Company:** - Size: 25-50 OR 1000-2000 employees - Revenue: $5M-$10M - Stage: Seed - Industry: Professional services **Buyer:** - Title: Sales Manager - Budget: <$25K --- ### Disqualified (Score <40) **Do not pursue. Auto-reject.** - Company size <25 employees - Revenue <$2M - Industry: Government, Education, Non-profit - Geography: APAC, LATAM (no support) - Competitor locked in (multi-year contract) - No CRM in use - Title: Individual contributor ``` ### Example 2: Prospect Scoring **Input:** ``` Score this prospect: Company: GrowthTech Inc Employees: 280 Revenue: $45M (estimated) Industry: B2B SaaS Founded: 2019 Location: Austin, TX Recent news: Series B ($30M) in January Tech Stack: - CRM: Salesforce Enterprise - Marketing: Marketo - No sales engagement tool Contact: Jennifer Wu Title: VP of Revenue Operations LinkedIn: Active, posts about sales productivity Previous company: Used our competitor ``` **Output:** ``` ## ICP Match: GrowthTech Inc ### Overall Score: 92/100 ⭐ EXCELLENT FIT --- ### Firmographic Score: 95/100 | Criteria | Finding | Points | |----------|---------|--------| | Size (280 emp) | ✅ Ideal (100-500) | 20/20 | | Revenue ($45M) | ✅ Ideal ($20-200M) | 20/20 | | Industry (B2B SaaS) | ✅ Ideal | 20/20 | | Stage (Series B) | ✅ Ideal | 20/20 | | Location (US) | ✅ Ideal | 15/15 | | **Subtotal** | | **95/100** | ### Technographic Score: 90/100 | Criteria | Finding | Points | |----------|---------|--------| | CRM (Salesforce) | ✅ Ideal | 35/35 | | Stack (Modern) | ✅ Marketo + SF | 25/25 | | Competition | ✅ None installed | 30/30 | | **Subtotal** | | **90/100** | ### Persona Score: 92/100 | Criteria | Finding | Points | |----------|---------|--------| | Title (VP RevOps) | ✅ Decision maker | 35/35 | | Department | ✅ Revenue Operations | 25/25 | | Activity | ✅ Active on LinkedIn | 15/20 | | Previous | ✅ Knows competitor | 15/15 | | **Subtotal** | | **92/100** | --- ### Weighted Total ``` (95 × 0.40) + (90 × 0.30) + (92 × 0.30) = 38 + 27 + 27.6 = 92.6 → 92/100 ``` --- ### Match Summary **🎯 Tier 1: Excellent Fit** **Strengths:** 1. Perfect company size/stage/industry 2. Salesforce user (easy integration story) 3. VP RevOps = ideal buyer persona 4. Recent funding = budget available 5. No competitor installed = greenfield **Conversation Angles:** 1. "Congrats on Series B! How is that affecting your sales team scale?" 2. "I noticed you're not using a sales engagement tool yet—most RevOps leaders at your stage are building that out now." 3. "Given your Salesforce/Marketo stack, our integration would be seamless." **Risk Factors:** - None identified **Priority: Immediate outreach** Add to top of SDR queue. High-value, high-probability. ``` ## Skill Boundaries ### What This Skill Does Well - Structuring ICP frameworks - Scoring prospects systematically - Identifying fit gaps - Prioritizing outreach ### What This Skill Cannot Do - Access company databases - Verify data accuracy - Know internal buying dynamics - Predict conversion likelihood ### When to Escalate to Human - ICP definition changes - Borderline accounts - Strategic target accounts - Exception requests ## References - TOPO ICP Framework - Gartner B2B Buying Research - SalesLoft ICP Best Practices - Outreach.io Target Account Model ## Related Skills - `lead-scoring` - RevOps scoring model - `signal-monitoring` - Intent data - `prospecting-research` - Deep account research ## Skill Metadata - **Domain**: SDR Automation - **Complexity**: Intermediate - **Mode**: centaur - **Time to Value**: 2 hours for ICP, 5 min per prospect - **Prerequisites**: ICP criteria definition