> ## Documentation Index
> Fetch the complete documentation index at: https://hc.pillargtm.com/llms.txt
> Use this file to discover all available pages before exploring further.

# ICP Fit

> Ideal Customer Profile fit scoring: firmographic, demographic, and persona analysis

# 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                 |

Fit classification thresholds are configurable per organization.

> Detailed scoring methodology, including exact tier definitions, persona mappings, and weight distributions, is available in the PILLAR Implementation Guide provided to active customers.