ICP Fit Scoring
The Fit category evaluates how well an account or lead matches your Ideal Customer Profile. It analyzes firmographic characteristics, demographic data, and stakeholder personas to produce a fit score.What It Measures
ICP Fit scoring evaluates multiple dimensions:- Revenue/ARR alignment — Does the account’s size match your sweet spot?
- Segment fit — Enterprise, Mid-Market, or SMB alignment
- Organization size — Student count, employee count, or other size metrics
- Technology spending propensity — Likelihood of investing in technology (Starbridge-enhanced)
- Innovation readiness — AI adoption readiness and openness to new vendors (Starbridge-enhanced)
- Budget capacity — Technology budget size relative to your pricing
- Strategic alignment — Whether the institution’s priorities match your product capabilities
- Procurement fit — Procurement complexity and cooperative purchasing availability
- Account tier — Overall tier classification based on potential
- Decision-maker presence — Whether your primary contacts match ideal buyer personas
Configurable ICP Profiles
PILLAR supports fully configurable ICP profiles per organization:Company Fit Tiers
Define organization size tiers based on your market. Default uses enrollment-based tiers for K-12, but can be customized to revenue, headcount, or any other metric.Segment Weights
Configure the relative value of each market segment (Enterprise, Mid-Market, SMB) to your business.Persona Fit Rules
Map job titles to buyer personas and score contacts based on how well they match your ideal buying committee. PILLAR supports configurable title-to-persona mappings with tiered scoring.ICP Title Tiers
Organize titles into tiers (e.g., C-suite, Director-level, Manager-level, Individual Contributor) with configurable scoring impact.Fit Classification
| Classification | Meaning |
|---|---|
| Strong Fit | Account closely matches your ICP across multiple dimensions |
| Moderate Fit | Account matches some ICP criteria but has gaps |
| Weak Fit | Account has limited alignment with your ICP |
Detailed scoring methodology, including exact tier definitions, persona mappings, and weight distributions, is available in the PILLAR Implementation Guide provided to active customers.