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ICP Scoring Calculator

Score any account against your ideal customer profile in about two minutes. Rate the 7 criteria that predict fit, subtract confirmed disqualifiers, and get an instant 100-point score with an A/B/C tier verdict.

This is the same model from our complete guide to ICP criteria scoring. Runs entirely in your browser; nothing you type is saved or sent.

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Score an account

Score each criterion from 1 (poor fit) to 5 (exact fit). Not sure what a 5 looks like? The rubric below defines each one.

 
 
−0
60
out of 100
Tier B — Nurture

Your scored accounts

Account Score Tier

This list lives only on this page, it clears when you leave. To keep and share your scores, grab the free spreadsheet template below.

Want to keep your scores? Get the free template.

The same 100-point model in a working spreadsheet: editable weights and rubric definitions, scoring dropdowns for 20 accounts, automatic weighted totals and tier ratings, plus a fully worked example.

Download the free template

How the calculator works

  1. Rate each criterion 1–5. A 5 means the account matches your ideal customer exactly on that dimension; a 1 means it clearly doesn't. The calculator converts each rating to weighted points (rating ÷ 5 × weight).
  2. Subtract disqualifiers. Each confirmed deal-killer, competitor lock-in, no budget authority, a churned lookalike in your history,  deducts 5 points, capped at −20.
  3. Read the tier, make the call. 80+ is Tier A: pursue now. 50–79 is Tier B: nurture until signals improve. Below 50 is Tier C: deprioritize without guilt.

The scoring rubric: what a 5 looks like on each criterion

Weight
Criterion
What a 5/5 looks like
20
Industry vertical
Exact target vertical with the buying motion you've already won in
15
Company size
Inside the headcount band where your deals close fastest
15
Annual revenue
Big enough to fund the purchase, small enough to actually decide
15
Tech stack fit
Runs the systems you integrate with CRM, LMS, data stack
15
Growth signals
Hiring in target roles and recent funding or expansion
10
Geography
Primary market, covered territory, workable timezone
10
Sales motion fit
Reachable buying team and a deal size that matches your motion

These default weights are a proven starting split, not a law. Your closed-won data gets the final vote: the traits your best customers share most consistently should carry the most points. Use Edit weights in the calculator to match your own model,  the full methodology, including how to run the closed-won analysis and set your own weights, is in the complete ICP criteria scoring guide.

What the tiers mean

Score
Tier
What to do
80–100
Tier A
Pursue now; route to sales, personalize outreach, prioritize on the calendar
50–79
Tier B
Nurture, keep in marketing motion, watch for growth signals or expiring disqualifiers
0–49
Tier C
Deprioritize, revisit only if the account materially changes

Frequently asked questions

How is the ICP score calculated?

Each criterion is scored 1–5 and converted to weighted points (score ÷ 5 × weight). The points are summed to a 0–100 total, then 5 points are deducted per confirmed disqualifier, capped at −20. 80+ is Tier A, 50–79 is Tier B, and below 50 is Tier C.

Can I change the criteria weights?

Yes. Click Edit weights above the calculator and set each criterion's weight to match your own ICP model. Weights should sum to 100; the calculator shows a live total and flags it if they don't.

Is my account data saved anywhere?

No. Everything runs in your browser; nothing is stored, sent, or tracked, and refreshing the page clears it. If you want scores you can keep and share, download the free spreadsheet template.

What's the difference between this calculator and the template?

The calculator is built for quick, one-off scoring with zero setup. The free spreadsheet template is the working version of the same model: editable weights and rubric definitions, dropdowns for 20 accounts, automatic totals, and tier ratings your whole team can use.

Scoring tells you who to call. Rapport makes sure your reps are ready.

Turn your Tier A personas into live practice scenarios, reactive AI avatars that object, hesitate, and push back like the real buyer, with rubric-scored feedback from the first attempt.

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