Module 01: Building Your ICP Scorecard — AI Lead Generation

The ICP Scorecard drives everything the LeadGen AI agent sources. A precise scorecard produces high-quality matches. A vague one produces noise.

What the scorecard contains

Firmographic criteria — industry, headcount, revenue, geography
Technographic criteria — tech stack, competitor tools in use
Behavioral signals — funding, hiring, leadership change, expansion
Negative criteria — disqualifying signals (existing customers, wrong size)
Scoring weights — 1–10 per criterion, used to compute a 0–100 match score

Build from your best customers

Start from 5–10 of your best accounts (fastest closed, highest retained). What do they share? List characteristics — these become positive ICP criteria. Then identify 3–5 worst-fit accounts. What signals were present? These become disqualifiers.

Build in the platform

ICP → New Scorecard

Add criteria by category: Firmographic (industry, headcount, revenue, geography), Technographic (must-have/nice-to-have/disqualifier tools), Behavioral signals (funding series, hiring patterns, leadership change).

Assign weights

Each criterion: 1–10. Industry match might be 9. Geographic match might be 5. Competitor tool usage might be 8. Weights compute the 0–100 composite match score.

Set match threshold

Minimum score to enter a campaign. Recommended start: 65. Lower = more volume, lower confidence. Higher = fewer accounts, higher confidence.

Start at 65+. You can lower the threshold after seeing conversion data. Fixing bad-fit outreach damage is harder than ramping volume.

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