ICP Fit Scoring
The Fit category evaluates how well an account or lead matches the Ideal Customer Profile. Contains 12 rules (FIT-001 to FIT-012) with a default category weight of 10%.Fit Rules
| Rule | Name | Weight | What It Measures |
|---|---|---|---|
| FIT-001 | ARR tier fit | 8 | Account ARR relative to ICP thresholds ($500K+ = 100) |
| FIT-002 | Segment alignment | 6 | Enterprise = 100, Mid-Market = 70, SMB = 35 |
| FIT-003 | District size fit | 7 | Student count (50K+ = 100, 1K-5K = 25) |
| FIT-004 | Technology spend propensity | 6 | Starbridge tech_spend_propensity (0-100 pass-through) |
| FIT-005 | AI adoption readiness | 5 | Starbridge ai_adoption_score (0-100 pass-through) |
| FIT-006 | Budget capacity | 7 | Tech budget size ($5M+ tech = 100) |
| FIT-007 | Strategic theme alignment | 6 | Whether district themes match product capabilities |
| FIT-008 | Procurement complexity fit | 5 | Lower complexity = higher fit (inverted) |
| FIT-009 | Cooperative purchasing pathway | 4 | Whether coop pathways exist (NASPO, PEPPM, etc.) |
| FIT-010 | Account tier alignment | 5 | Tier 1 = 100, Tier 2 = 60, Tier 3 = 30 |
| FIT-011 | Startup friendliness | 4 | Starbridge startup_friendliness (0-100 pass-through) |
| FIT-012 | Primary contact persona fit | 5 | Best contact buying role and title match |
Configurable ICP Profiles
Per-org customization viaorg_scoring_profiles:
Company Fit Tiers
Default enrollment-based tiers (clients can replace with revenue, headcount, etc.):| Tier | Enrollment Range | Points |
|---|---|---|
| Tier 1 | 50,000+ | 40 |
| Tier 2 | 20,000-49,999 | 35 |
| Tier 3 | 10,000-19,999 | 25 |
| Tier 4 | 5,000-9,999 | 15 |
| Tier 5 | 0-4,999 | 5 |
Segment Weights
| Segment | Default Points |
|---|---|
| Enterprise | 35 |
| Mid-Market | 30 |
| SMB | 15 |
Persona Fit Rules
Title-to-score mappings (configurable):| Pattern | Score | Persona |
|---|---|---|
| superintendent, chief | 95 | Executive Decision Maker |
| deputy, assistant superintendent | 85 | Senior Leader |
| executive director, associate superintendent | 80 | Senior Leader |
| director | 70 | Department Leader |
| coordinator, specialist | 50 | Program Manager |
| teacher, instructor | 25 | End User |
ICP Title Tiers
| Tier | Default Titles |
|---|---|
| Tier 1 | Superintendent, CEO, CFO, CTO, CIO, Chancellor, Commissioner |
| Tier 2 | Director, VP, Executive Director, Deputy/Assistant Superintendent |
| Tier 3 | Manager, Coordinator, Specialist, Program Manager, Instructional Coach |
| Tier 4 | Teacher, Instructor, Analyst, Counselor, Librarian |
Thresholds
| Threshold | Default |
|---|---|
| ICP Strong | ≥ 70 |
| ICP Moderate | ≥ 45 |
| ICP Weak | below 45 |