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ICP - RevOps Dictionary - Altior & Co.

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  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

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