ICP - RevOps Dictionary - Altior & Co.

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. The Formula “ICP Score=Σ(Attribute Match×Attribute Weight)” Attribute MatchBinary or scaled match on each ICP criterion (0-1 or 0-100)

   In Technographic ICP criteria

2. ICP Score=Σ(Attribute Match×Attribute Weight) “Attribute MatchBinary or scaled match on each ICP criterion (0-1 or 0-100)” Attribute WeightImportance of that criterion based on correlation with win rate/LTV

   In Technographic ICP criteria

3. Attribute MatchBinary or scaled match on each ICP criterion (0-1 or 0-100) “Attribute WeightImportance of that criterion based on correlation with win rate/LTV” Real Example

   In Technographic ICP criteria