| name | icp-matrix-builder |
| description | Scores accounts on 5 ICP dimensions and assigns tier. Feeds signal-scoring weighting.
Use when: scoring a new account against your ICP, updating the territory tier list,
deciding which accounts to prioritize, or building an initial ICP profile from scratch.
Triggers: icp score, tier assignment, update icp, icp matrix, who fits best,
score account, qualify account, tier this account.
|
| version | 1.0.0 |
| user-invocable | true |
ICP Matrix Builder
Purpose: Not all accounts are equal. Score them honestly.
Tier 1 accounts get aggressive pursuit. Tier 4 accounts get deprioritized or dropped.
Input: Research files + {{ICP_DESCRIPTION}} from CLAUDE.md
Output: memory/icp-matrix.md — overwrite monthly (or after scoring new accounts)
Feeds: /signal-scoring uses ICP tiers to weight signal priority
STEP 0 — Confirm Scope
- Score a new account: "Score [company] on ICP"
→ Read research file or run prospect-research first if no file exists
- Full territory scoring: "Update ICP matrix" or "Score all accounts"
→ Score all accounts in
accounts/ folder against current ICP definition
- Refresh ICP definition: "Update my ICP"
→ Re-read {{ICP_DESCRIPTION}} from CLAUDE.md, discuss changes, then re-score
STEP 1 — Load ICP Definition
Read {{ICP_DESCRIPTION}} from CLAUDE.md.
Parse into scoring dimensions:
- What industry/vertical is ideal?
- What company size (employees / ARR) is ideal?
- What tech stack signals indicate fit?
- What stage (Series A, B, C, Enterprise, SMB) is ideal?
- What role or team structure drives the buying decision?
If {{ICP_DESCRIPTION}} is vague → ask seller to clarify before scoring.
STEP 2 — Read Account Data
For each account to score:
- Read
accounts/{account}/account-brief.md → company snapshot, tech stack, contacts
- Read
accounts/{account}/research/ → most recent research file
- If no data exists → note "insufficient data" and run
/prospect-research to gather it
STEP 3 — Score on 5 Dimensions
Score each dimension 0–20 (total = 100):
D1 — Firmographic Fit (0–20)
Does the company match the ideal profile on industry, size, and stage?
- 18–20: Perfect match across all firmographic criteria
- 12–17: Matches 2 of 3 criteria
- 6–11: Matches 1 criterion
- 0–5: Outside ICP profile
D2 — Technical Fit (0–20)
Does their confirmed tech stack create a natural use case for {{PRODUCT_NAME}}?
- 18–20: Confirmed tech stack is an obvious fit — specific tools/patterns we solve
- 12–17: Likely fit based on their profile, not yet confirmed
- 6–11: Possible fit but no clear signal
- 0–5: Tech stack confirmed incompatible or no signal at all
D3 — Timing / Urgency (0–20)
Is there a signal that creates urgency now vs. in 6 months?
- 18–20: Clear forcing function — launch date, funding, leadership change, migration underway
- 12–17: Some urgency signal — active hiring, growth phase
- 6–11: No current urgency, but the pain is real
- 0–5: Active lock-in, no forcing function visible
D4 — Decision Capacity (0–20)
Can they make a decision? Champion, economic buyer, reasonable process?
- 18–20: Known champion + economic buyer accessible + clear process
- 12–17: Champion identified but EB unknown, or process unclear
- 6–11: No champion identified, buying process opaque
- 0–5: Gatekept, wrong contact, or known slow/broken buying process
D5 — {{PRODUCT_NAME}} Value Match (0–20)
Is the specific pain we solve clearly present and important to them?
- 18–20: Confirmed pain in their words — it's a priority this year
- 12–17: Pain likely based on their profile and stage
- 6–11: Pain possible but not confirmed
- 0–5: No clear pain signal, or confirmed different priorities
STEP 4 — Assign Tier
| Total Score | Tier | Label | Strategy |
|---|
| 80–100 | Tier 1 | Bullseye | Pursue aggressively — multi-channel, high cadence |
| 60–79 | Tier 2 | Strong | Worth full outreach — standard cadence |
| 40–59 | Tier 3 | Possible | Lower priority — lighter touch, monitor signals |
| 0–39 | Tier 4 | Stretch | Deprioritize — only pursue if inbound or warm intro |
STEP 5 — Save to ICP Matrix
Output format in memory/icp-matrix.md:
# ICP Matrix — {{COMPANY_NAME}} Territory
*Last updated: YYYY-MM-DD | Scored by: {{SELLER_NAME}}*
## ICP Definition
{{ICP_DESCRIPTION}}
---
## Account Tiers
| Account | Tier | ICP Score | D1 Firm | D2 Tech | D3 Timing | D4 Decision | D5 Value | Top Fit Reason | Last Scored |
|---------|------|-----------|---------|---------|-----------|-------------|----------|---------------|------------|
| [Company] | 1 | 88 | 18 | 20 | 16 | 18 | 16 | Series C, 200 engineers, active migration | YYYY-MM-DD |
---
## Tier Summary
| Tier | Count | Strategy |
|------|-------|---------|
| Tier 1 (80+) | | Pursue aggressively |
| Tier 2 (60-79) | | Standard cadence |
| Tier 3 (40-59) | | Monitor + light touch |
| Tier 4 (<40) | | Deprioritize |
---
## Accounts Needing More Data (scored with insufficient research)
| Account | Missing | Action |
|---------|---------|--------|
| [Company] | Tech stack, contacts | Run /prospect-research |
Save to: memory/icp-matrix.md (full overwrite — this is a current-state snapshot)
Quality Gates
