2.2Intermediate
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Score Against Your ICP

Build a reusable scoring model with weights and deal breakers, apply it to any table, and defend the threshold you picked.

Someone with a list too long to work by hand, and no defensible way to decide what to cut.

5 lessons30 min

What this course costs

The scoring agent itself is free. The cost of this course is whatever enrichment you add first so that the score has something to reason about.

What you will be able to do

  • Write an ICP a machine can sort with, not a slide nobody reads.
  • Build a weighted scoring prompt with explicit deal breakers, and read the rationale it returns.
  • Set a threshold you can justify, and reuse the same model on every list afterwards.

Before you start

  • A saved company context from lesson 1.1.3.
  • A table with enough filled columns to score on. Scoring reasons over data already in the row, it does not go and research.

The lessons

  1. 1Write an ICP a machine can sort with, not a slide nobody reads6 min readscreenshotsFree. Writing, not running.
  2. 2Pick the signals worth scoring on6 min readscreenshotsThe signals cost what their columns cost. The scoring on top is free.
  3. 3Weights, deal breakers, and the scoring formula8 min readscreenshotsFree. The Scoring Agent card reads FREE, which is what makes this the cheapest lever in the product.
  4. 4Score, threshold, segment, and decide what to cut6 min readscreenshotsFree. Scoring and filtering both cost nothing.
  5. 5Reuse the same scoring on every future list4 min readscreenshotsFree.

The build that proves it

A scoring model you can hand to someone else

Build a weighted scoring prompt for your real ICP with at least four criteria and two deal breakers. Run it on 200 rows. Pick a threshold, then hand the top 20 and the bottom 20 to a colleague without telling them the scores and ask them to sort them.

You have done it when
Your colleague agrees with the model on at least 17 of the 20 at each end, and where they disagree you can point at the criterion that caused it.
Credit budget
Free. Scoring costs nothing.
Next course · 2.3The Table Is the Workflow