Score Every Lead Against Your
Define your Ideal Customer Profile with granular targeting criteria. Automatically score and rank every lead to focus on your best-fit prospects.
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What is ICP Scoring?
ICP scoring is AI that creates ICP-based scoring models to automatically rank every lead in your pipeline against your ideal customer profile. Cleanlist uses AI for scoring prospects based on ICP fit, evaluating firmographic signals (company size, headcount, industry), demographic attributes (job title, seniority), and geographic alignment, alongside AI columns that research each account on the open web. Each lead receives a score from 0 to 100 so your sales team can instantly identify best-fit accounts and stop wasting time on prospects that will never close.
Multi-Dimensional Scoring
Each lead receives a comprehensive score based on four key dimensions, with customizable weights for your specific priorities.
Define Your ICP
Create detailed profiles with company, prospect, and geographic criteria.
- Set target industries and company sizes
- Define ideal job titles and seniority levels
- Specify geographic requirements
- Add technology and business model preferences
Set Scoring Weights
Customize how each dimension impacts the overall score.
- Adjust company fit weight (0-100%)
- Set prospect fit importance
- Configure behavioral signals
- Define minimum score thresholds
Score Your Leads
Automatically score every lead against your ICP profiles.
- Bulk scoring via Smart Agents
- Real-time scoring in Playbooks
- Multiple ICP profiles supported
- Matching and missing criteria highlighted
Prioritize & Act
Focus on high-scoring leads and automate follow-up actions.
- Filter by score range (70+, 30-70, <30)
- Route high-scoring leads to priority queues
- Trigger automated sequences based on score
- Track conversion by score threshold
Granular Targeting Criteria
Define your ideal customer with precision across company, prospect, and geographic dimensions.
Company Targeting
Prospect Targeting
Geographic Targeting
ICP Scoring Criteria Explained
The data points that separate best-fit accounts from the rest of your pipeline.
ICP scoring criteria are the specific data points used to measure how closely a lead matches your ideal customer profile. Rather than relying on gut instinct or basic demographic filters, modern ICP scoring evaluates prospects across multiple dimensions simultaneously, assigning weighted scores that reflect real buying potential. Here are the most common criteria categories:
Company Size & Revenue
Employee count is the foundational firmographic signal, and revenue scale is the common companion to it. A company with 200 employees behaves differently than a 10-person startup. ICP scoring lets you define exact headcount bands and assign higher scores to the ones that match your sweet spot, with revenue indicators researched by AI columns where they matter.
Industry & Vertical
Not every industry converts equally for your product. ICP scoring criteria weight target industries (e.g., SaaS, financial services, healthcare) higher while deprioritizing verticals with low historical win rates, so reps focus on sectors where you already have product-market fit.
Technology Stack
Which tools a company already runs is a strong fit signal. Cleanlist has no technographic database behind this criterion: an AI column researches the open web for evidence of the stack, so you can score prospects higher when the tools your product integrates with show up, or flag a rival product for a displacement play.
Job Title & Seniority
Reaching the right person matters as much as reaching the right company. ICP scoring evaluates title keywords (VP Sales, Head of Revenue Ops, CRO) and seniority level (C-Suite, Director, Manager) to ensure you are engaging decision-makers, not gatekeepers.
Geography & Timezone
Territory alignment, language requirements, and regulatory considerations make geography a key criterion. Score prospects higher when they are in your core markets and lower when they fall outside serviceable regions or compliance boundaries.
Growth & Behavioral Signals
Hiring, recent funding, and new product launches suggest a company is actively investing. There is no intent feed behind these in Cleanlist: an AI column researches each account on the open web and writes back what it finds, so dynamic signals can complement the static firmographic criteria.
The power of ICP scoring is not in any single criterion but in how criteria are weighted together. Cleanlist lets you assign custom weights to each dimension so the final 0-100 score reflects your unique sales motion. A PLG company might weight company size and industry at 60% while an enterprise team weights seniority and headcount at 70%. The criteria stay the same; the model adapts to your go-to-market strategy.
Native Platform Integration
ICP Scoring works seamlessly with other Cleanlist features.
Smart Agents
ICP Fit Analysis column
Add an ICP Fit Analysis Smart Agent to any lead list. Automatically score all leads against your selected ICP profile with detailed breakdowns of matching and missing criteria.
Learn about Smart AgentsPlaybook Builder
ICP Scoring step
Include ICP Scoring as a step in your automated workflows. Score leads as they flow through your pipeline and route them based on fit level to different sequences or CRM stages.
Learn about PlaybooksFrequently Asked Questions
What is ICP scoring?
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ICP scoring is an AI-driven method that automatically ranks every lead in your pipeline against your ideal customer profile. Cleanlist evaluates each prospect across firmographic criteria (company size, headcount, industry), demographic attributes (job title, seniority), and geographic fit, then assigns a composite score from 0 to 100. The result is a prioritized list where your sales team can instantly see which accounts are worth pursuing.
What criteria does ICP scoring use?
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ICP scoring criteria are the data points used to measure prospect fit. In Cleanlist they include company size (employee count), industry vertical, business model, company age, job title, seniority level, years of experience, skills, and geographic location, all drawn from enriched firmographic and contact data. Softer signals like tech stack, growth, and recent funding come from AI columns that research each account on the open web rather than from a purchased intent or technographic feed. Criteria sit across company, prospect, and geographic dimensions, each with customizable weights.
How does AI improve ICP scoring?
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Traditional lead scoring relies on static rules that sales ops must manually maintain. AI-powered ICP scoring analyzes patterns across all your criteria simultaneously, handles missing data gracefully, and surfaces non-obvious correlations, for example, that mid-market SaaS companies in the Pacific timezone with a specific tech stack convert 3x better for your product. Cleanlist's AI creates ICP-based scoring models that adapt to your data rather than requiring you to hard-code every rule.
How accurate is Cleanlist's ICP scoring?
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Cleanlist scores leads on company fit, prospect fit, and geographic fit, plus whatever an AI column researches about the account, using verified data from waterfall enrichment across 15+ providers. Because scores are based on enriched firmographic and contact data rather than self-reported form fills, they reflect real buying potential. Weights are configurable per profile, so each sales motion sets its own good-fit threshold.
Can I create multiple ICP profiles?
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Yes. Create separate ICP profiles for different products, market segments, or sales motions. Score the same lead list against each profile to find the best fit for each offering. Each profile supports independent scoring weights, threshold settings, and criteria selection, so your enterprise sales team and your PLG motion can each have a tailored scoring model.
How does ICP scoring integrate with enrichment workflows?
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ICP scoring works natively as a Smart Agent column or a Playbook Builder step. Enrich contacts with waterfall enrichment to fill in firmographic and contact data, then score them against your ICP in a single automated workflow. High-scoring leads can be automatically routed to priority sequences, CRM stages, or outbound tools.