Score Every Lead Against Your
Define your Ideal Customer Profile with granular targeting criteria. Automatically score and rank every lead to focus on your best-fit prospects.
Used by 500+ GTM teams
What is ICP Scoring?
ICP scoring is AI that creates ICP-based scoring models to automatically rank every lead in your pipeline against your ideal customer profile. Cleanlist uses AI for scoring prospects based on ICP fit, evaluating firmographic signals (company size, revenue, industry), technographic data (tech stack, tools used), demographic attributes (job title, seniority, department), and geographic alignment across 20+ criteria. Each lead receives a score from 0 to 100 so your sales team can instantly identify best-fit accounts and stop wasting time on prospects that will never close.
Multi-Dimensional Scoring
Each lead receives a comprehensive score based on four key dimensions, with customizable weights for your specific priorities.
Define Your ICP
Create detailed profiles with company, prospect, and geographic criteria.
- Set target industries and company sizes
- Define ideal job titles and seniority levels
- Specify geographic requirements
- Add technology and business model preferences
Set Scoring Weights
Customize how each dimension impacts the overall score.
- Adjust company fit weight (0-100%)
- Set prospect fit importance
- Configure behavioral signals
- Define minimum score thresholds
Score Your Leads
Automatically score every lead against your ICP profiles.
- Bulk scoring via Smart Agents
- Real-time scoring in Playbooks
- Multiple ICP profiles supported
- Matching and missing criteria highlighted
Prioritize & Act
Focus on high-scoring leads and automate follow-up actions.
- Filter by score range (70+, 30-70, <30)
- Route high-scoring leads to priority queues
- Trigger automated sequences based on score
- Track conversion by score threshold
Granular Targeting Criteria
Define your ideal customer with precision using 20+ targeting dimensions.
Company Targeting
Prospect Targeting
Geographic Targeting
ICP Scoring Criteria Explained
The data points that separate best-fit accounts from the rest of your pipeline.
ICP scoring criteria are the specific data points used to measure how closely a lead matches your ideal customer profile. Rather than relying on gut instinct or basic demographic filters, modern ICP scoring evaluates prospects across multiple dimensions simultaneously, assigning weighted scores that reflect real buying potential. Here are the most common criteria categories:
Company Size & Revenue
Employee count and annual revenue are foundational firmographic signals. A company with 200 employees and $50M ARR behaves differently than a 10-person startup. ICP scoring lets you define exact ranges and assign higher scores to bands that match your sweet spot.
Industry & Vertical
Not every industry converts equally for your product. ICP scoring criteria weight target industries (e.g., SaaS, financial services, healthcare) higher while deprioritizing verticals with low historical win rates, so reps focus on sectors where you already have product-market fit.
Technology Stack
Technographic data reveals which tools a company already uses. If your product integrates with Salesforce or HubSpot, prospects running those platforms score higher. Tech stack criteria also surface competitive displacement opportunities when a prospect uses a rival product.
Job Title & Seniority
Reaching the right person matters as much as reaching the right company. ICP scoring evaluates title keywords (VP Sales, Head of Revenue Ops, CRO) and seniority level (C-Suite, Director, Manager) to ensure you are engaging decision-makers, not gatekeepers.
Geography & Timezone
Territory alignment, language requirements, and regulatory considerations make geography a key criterion. Score prospects higher when they are in your core markets and lower when they fall outside serviceable regions or compliance boundaries.
Growth & Behavioral Signals
Hiring velocity, recent funding rounds, job postings for relevant roles, and technology adoption patterns indicate a company is actively investing. These dynamic signals complement static firmographic criteria and help identify accounts with immediate buying intent.
The power of ICP scoring is not in any single criterion but in how criteria are weighted together. Cleanlist lets you assign custom weights to each dimension so the final 0-100 score reflects your unique sales motion. A PLG company might weight tech stack and company size at 60% while an enterprise team weights seniority and revenue at 70%. The criteria stay the same; the model adapts to your go-to-market strategy.
Native Platform Integration
ICP Scoring works seamlessly with other Cleanlist features.
Smart Agents
ICP Fit Analysis column
Add an ICP Fit Analysis Smart Agent to any lead list. Automatically score all leads against your selected ICP profile with detailed breakdowns of matching and missing criteria.
Learn about Smart AgentsPlaybook Builder
ICP Scoring step
Include ICP Scoring as a step in your automated workflows. Score leads as they flow through your pipeline and route them based on fit level to different sequences or CRM stages.
Learn about PlaybooksFrequently Asked Questions
What is ICP scoring?
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ICP scoring is an AI-driven method that automatically ranks every lead in your pipeline against your ideal customer profile. Cleanlist evaluates each prospect across firmographic criteria (company size, revenue, industry), technographic signals (tech stack, tools), demographic attributes (job title, seniority, department), and geographic fit, then assigns a composite score from 0 to 100. The result is a prioritized list where your sales team can instantly see which accounts are worth pursuing.
What criteria does ICP scoring use?
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ICP scoring criteria are the data points used to measure prospect fit. Common criteria include company size (employee count), annual revenue, industry vertical, technology stack, job title and seniority level, department, geographic location, funding stage, hiring velocity, and growth signals like recent funding rounds or new product launches. Cleanlist supports 20+ configurable criteria across company, prospect, and geographic dimensions, each with customizable weights.
How does AI improve ICP scoring?
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Traditional lead scoring relies on static rules that sales ops must manually maintain. AI-powered ICP scoring analyzes patterns across all your criteria simultaneously, handles missing data gracefully, and surfaces non-obvious correlations, for example, that mid-market SaaS companies in the Pacific timezone with a specific tech stack convert 3x better for your product. Cleanlist's AI creates ICP-based scoring models that adapt to your data rather than requiring you to hard-code every rule.
How accurate is Cleanlist's ICP scoring?
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Cleanlist scores leads across four weighted dimensions (company fit, prospect fit, geographic fit, and behavioral signals) using verified data from waterfall enrichment across 10+ providers. Because scores are based on actual firmographic and technographic data rather than self-reported form fills, they reflect real buying potential. Teams using ICP scoring typically report 40-60% less time spent on poor-fit accounts and higher conversion rates on leads scored 70+.
Can I create multiple ICP profiles?
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Yes. Create separate ICP profiles for different products, market segments, or sales motions. Score the same lead list against each profile to find the best fit for each offering. Each profile supports independent scoring weights, threshold settings, and criteria selection, so your enterprise sales team and your PLG motion can each have a tailored scoring model.
How does ICP scoring integrate with enrichment workflows?
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ICP scoring works natively as a Smart Agent column or a Playbook Builder step. Enrich contacts with waterfall enrichment to fill in firmographic, technographic, and contact data, then score them against your ICP in a single automated workflow. High-scoring leads can be automatically routed to priority sequences, CRM stages, or outbound tools.