ICP Scorecard Builder template
A blank icp scorecard builder with 5 pre-defined columns.
Download ICP Scorecard Builder as Excel or CSV, free.
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Worked example
6 filled rows showing the level of detail that makes this inventory useful — from one fictional mid-market B2B SaaS company, so the examples across the library describe a single coherent operation. The download keeps these on a separate sheet, so the one you fill in starts empty.
| ICP Criterion | Tier 1 (Ideal) | Tier 2 (Good Fit) | Tier 3 (Marginal) | Score Weight |
|---|---|---|---|---|
| Employee count | 50–200 | 201–500 or 20–49 | Under 20 or over 500 | 20 |
| Dedicated RevOps headcount | 2 or more | 1 | None | 25 |
| CRM in place | HubSpot or Salesforce, in daily use | CRM present but poorly adopted | Spreadsheets | 20 |
| Number of sellers | 15+ | 8–14 | Under 8 | 15 |
| Trigger event | New CRO or funding in last 6 months | Planning cycle underway | No identified trigger | 10 |
| Executive sponsor | CRO or COO engaged | VP-level engaged | Manager-level only | 10 |
What's in it — 5 columns
The full schema is below, so you can see exactly what you're getting before you download it — or rebuild it by hand if you'd rather.
| Column | Input | Allowed values / hint |
|---|---|---|
| ICP Criterion | Text | — |
| Tier 1 (Ideal) | Text | — |
| Tier 2 (Good Fit) | Text | — |
| Tier 3 (Marginal) | Text | — |
| Score Weight | Number | — |
LEARN HOW TO FILL IT IN
This schema comes from ICP & Segmentation in RevOps 101: Revenue Operations Foundations, where the same table is an interactive tool that saves your work and exports into the full audit workbook.
See the course