Calculator inputs
Example data table
| Account | Industry fit | Use case match | Budget | Churn risk | ACV | ICP score | Tier |
|---|---|---|---|---|---|---|---|
| Northstar Analytics | 8.5 | 9.0 | 7.5 | 3.0 | $18,000 | 79.65 | Strong ICP |
| HarborChain Logistics | 9.0 | 8.0 | 8.5 | 2.5 | $42,000 | 84.30 | Strong ICP |
| Vertex Retail Group | 6.5 | 7.0 | 5.5 | 5.0 | $14,500 | 62.10 | Developing ICP |
| BluePeak Financial | 8.0 | 9.5 | 9.0 | 2.0 | $55,000 | 88.75 | Ideal ICP |
| BrightDot Media | 4.5 | 5.0 | 3.5 | 7.5 | $9,000 | 41.80 | Low ICP |
Formula used
This calculator converts each fit input to a normalized 0-100 score. Positive factors use the entered value directly. Risk factors reverse the score so lower risk improves the final result.
The weighting model emphasizes use case match, pain, budget, authority, and buying timing because those variables usually affect pipeline conversion more than soft demographic alignment alone.
How to use this calculator
- Enter the account or segment name you want to evaluate.
- Score each fit variable from 0 to 10 using your CRM data, discovery notes, or market assumptions.
- Enter commercial assumptions for annual contract value, expected upsell percentage, and gross margin.
- Click Calculate ICP Score to display the result above the form.
- Review the recommendation, top strengths, main gaps, and full factor breakdown.
- Use the CSV export for spreadsheet analysis and the PDF export for sharing with leadership or sales teams.
Frequently asked questions
1. What does an ideal customer profile score mean?
It measures how closely an account matches your best customer pattern. The score blends firmographic fit, buying readiness, solution alignment, commercial value, and delivery risk into one ranking signal.
2. What score range is considered strong?
A score above 70 usually indicates a strong profile worth active pursuit. Scores above 85 suggest an excellent fit with healthy economics and manageable operational risk.
3. Why are churn risk and implementation complexity inverted?
Those factors hurt long-term value when they are high. Inverting them lets the model reward easier onboarding and better retention confidence instead of treating all inputs as positive.
4. Can I change the weights for my sales motion?
Yes. Adjust the weight values in the calculation block to reflect your market. Enterprise teams often raise compliance and complexity weights, while SMB teams may increase timeline and budget weights.
5. Should this replace manual qualification?
No. It improves consistency and speed, but sales judgment still matters. Use it to support decisions, not to replace discovery calls, account research, or leadership review.
6. Can I use segment averages instead of account data?
Yes. The calculator works for named accounts, industries, territories, or segments. Segment averages are useful for territory planning and list prioritization before deeper account-level research.
7. What is the priority index used for?
The priority index combines overall fit with expected conversion likelihood. It helps teams decide which accounts deserve faster follow-up, more seller time, or earlier forecasting attention.
8. What should I export to share internally?
Use CSV when you want spreadsheet analysis or batch comparison. Use PDF when you need a readable summary for managers, pipeline reviews, or account planning discussions.