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Free tool · ABM planning
ICP Fit Scoring Calculator
Set how much each criterion matters, score an account and get an A, B or C grade. Copy the finished model into your CRM or spreadsheet so sales and marketing score accounts the same way.
- Free, no sign-up
- Runs in your browser
- Checked 19 October 2026
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How it works
How to use the ICP Fit Scoring Calculator
- Set the weight of each criterion; they are scaled to 100.
- Score one account on each criterion.
- Read the score and grade, then copy the model.
| What | How it's worked out |
|---|---|
| Points per criterion | Weight ÷ total weights × 100 × match (1, 0.7, 0.5, 0.3 or 0) |
| Score | Sum of points, 0–100 |
| Grade | A at or above the A threshold, B at or above the B threshold, otherwise C |
From our media team
How to use the result
- Back-test before you roll out. Score your last 30 won and 30 lost deals; a useful model puts most wins in A and B.
- Keep fit and intent apart in reports. Fit changes slowly; intent changes weekly. Mixing them hides which one moved.
- Six criteria is plenty. More weights look precise but rarely change the ranking.
Read next
- How to build an ICP scoring model that sales trustsBuild a weighted ICP fit score for B2B accounts: choosing six criteria, setting weights from win/loss data, A/B/C thresholds, keeping fit and intent separate,…
- How to score identified companies against your ideal customer profileA simple ideal customer profile scoring model for identified website visitors: firmographics, behaviour and source, with weights and thresholds for sales.
- 1:1, 1:few and 1:many ABM: how to tier accounts and split the budgetThe three ABM tiers (strategic 1:1, ABM lite 1:few, programmatic 1:many): what each involves, how many accounts fit in each, how to split budget with weights, where…
- How to build an ABM target account list that works with AI adsHow to build a target account list that works with AI ads and company identification: tiers, firmographics, buyer questions per tier and matching rules.
Questions
Straight answers.
What is an ICP score?
A number that shows how closely an account matches your ideal customer profile, built from weighted criteria such as industry, size, region and tech stack.
What's the difference between ICP and persona?
The ICP describes the company. Personas describe the people inside it who buy, use and approve.
Should intent be part of the ICP score?
Many teams keep it as a separate score. Including it is fine if you show fit and intent separately in reports.
How often should we update the weights?
Every six to twelve months, or after a big change in product or market, using fresh win/loss data.
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