| name | icp-matrix-builder |
| description | Scores accounts on 5 ICP dimensions and assigns tier. Feeds signal-scoring weighting. Trigger with "score [company] on ICP", "tier assignment for [company]", "update ICP matrix", "who fits best in my territory", "ICP score for [company]", or "tier this account". |
| version | 1.0.0 |
ICP Matrix Builder
Purpose: Not all accounts are equal. Score them honestly.
Tier 1 accounts get aggressive pursuit. Tier 4 accounts get deprioritized.
Input: Research files + ICP description from seller profile
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
- Refresh ICP definition: "Update my ICP"
→ Re-read ICP from seller profile, discuss changes, re-score
STEP 1 — Load ICP Definition
Read the ICP description from the seller profile (injected at session start).
Parse into scoring dimensions:
- What industry/vertical is ideal?
- What company size (employees / ARR) is ideal?
- What tech stack signals indicate fit?
- What stage is ideal?
- What role or team structure drives the buying decision?
If the 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 first
STEP 3 — Score on 5 Dimensions
Score each dimension 0–20 (total = 100):
D1 — Firmographic Fit (0–20)
Does the company match 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 the seller's product?
- 18–20: Confirmed tech stack is an obvious fit
- 12–17: Likely fit based on 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 pain is real
- 0–5: Active lock-in, no forcing function visible
D4 — Decision Capacity (0–20)
Can they make a decision?
- 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 — Value Match (0–20)
Is the specific pain the seller solves clearly present and important?
- 18–20: Confirmed pain in their words — it's a priority this year
- 12–17: Pain likely based on 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 | Strategy |
|---|
| 80–100 | Tier 1 | Pursue aggressively — multi-channel, high cadence |
| 60–79 | Tier 2 | Worth full outreach — standard cadence |
| 40–59 | Tier 3 | Lower priority — lighter touch, monitor signals |
| 0–39 | Tier 4 | Deprioritize — only pursue if inbound or warm intro |
STEP 5 — Save to ICP Matrix
# ICP Matrix — Territory Snapshot
*Last updated: YYYY-MM-DD | Scored by: [seller name]*
## ICP Definition
[ICP from seller profile]
---
## 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
| Account | Missing | Action |
|---------|---------|--------|
| [Company] | Tech stack, contacts | Run /research |
Save to: memory/icp-matrix.md (full overwrite — current-state snapshot)
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