How ICP Scoring Works

ICP Scoring helps identify and prioritize accounts that match your ideal customer attributes. By analyzing the characteristics of your Closed Won accounts and firmographic data, Koala generates a score indicating which prospects are most likely to convert.

Once set up, this will be available in your Account and Visitor views to help you prioritize your efforts.

Setting Up ICP Scoring

1. Define Your Closed Won Customers:
   • Add a filter to narrow down to the Closed Won opportunity stage from your CRM (Salesforce/HubSpot). Koala will analyze these Closed Won accounts to determine which features are statistically significant and recommended for your model.

1. Build Your Ideal Customer Profile (ICP):

• Using the provided firmographic characteristics, build the ICP profile for your target accounts based on criteria such as the number of employees, tech stack, industry, estimated revenue, and more.
• Koala will use combined insights from your Closed Won accounts and ICP profile to generate scores for every account on a scale from 1 (least likely) to 100 (most likely).

Interpreting Fit Scores

At the bottom of the ICP scoring page, you will see a chart displaying the distribution of scores across all of your accounts. Based on our insights, we recommend focusing your efforts on the top 25% of accounts (Grades A and B). These accounts show a higher likelihood of conversion and should be prioritized.

• A = Top 25%: These accounts are 2.6X more likely to convert.
• B = Next 25%: These accounts are just about average in terms of conversion likelihood.
• C = Next 25%: These accounts are about 50% less likely to convert.
• D = Next 25%: These accounts are about 80% less likely to convert.

Combining ICP Fit with Intent Scores

Once you have set up your ICP Fit Score, you will see it across your Account and Visitor views, as well as Slack alerts (below)

This helps you understand which accounts to focus on. When combined with Intent Score, it becomes a powerful tool for focusing your outreach efforts.