icp-matching

ICP 匹配

根据理想客户画像系统地评估潜在客户，优先关注契合度高的账户，并提升 SDR 效率。

何时使用此技能

• 构建线索评分模型
• 筛选入站线索
• 确定出站目标账户的优先级
• 完善 ICP 定义
• 培训 SDR 进行资格审查

方法论基础

基于 TOPO ICP Framework 和 Gartner B2B Buying Research，综合考虑：

• 公司特征契合度（公司属性）
• 技术契合度（技术栈）
• 行为信号（意向数据）
• 角色契合度（联系人属性）

Claude 的工作与由你决定的事项

Claude 的工作	由你决定
构建 ICP 框架	ICP 标准值
根据 ICP 为潜在客户评分	通过／不通过阈值
识别契合度差距	优先级规则
建议取消资格	例外处理
为潜在客户名单排序	区域分配

说明

步骤 1：定义 ICP 维度

公司特征标准：

属性	理想	可接受	取消资格
公司规模	100-1000	50-2000	<25 或 >5000
收入	$10M-$500M	$5M-$1B	<$2M
行业	SaaS、Tech	专业服务	政府
地理位置	US、Canada	UK、EU	APAC
发展阶段	Series A-C	Seed、Series D+	Pre-seed

技术标准：

属性	理想	可接受	取消资格
CRM	Salesforce	HubSpot	无
技术栈	现代化	混合	仅使用旧版技术
竞争对手	未安装	正在评估	已锁定

角色标准：

属性	理想	可接受	取消资格
职位	VP/Director	Manager	Coordinator
部门	Sales、Marketing	RevOps	IT
决策权	预算权限	影响者	仅为用户

步骤 2：设定权重并评分

评分模型：

ICP Score =
  (Firmographic × 40%) +
  (Technographic × 30%) +
  (Persona × 30%)

Each dimension: 0-100 points

分数解读：

分数	契合度	行动
80-100	极佳	立即优先跟进
60-79	良好	常规外联
40-59	一般	培育，优先级较低
<40	较差	取消资格

步骤 3：应用于潜在客户

针对每位潜在客户：

1. 收集可用数据
2. 为每个维度评分
3. 计算加权分数
4. 分类并确定优先级

示例

示例 1：ICP 定义

输出：

## Ideal Customer Profile: B2B Sales Tech Company

### Tier 1 (Excellent Fit - 80-100)
**These are your ideal targets. Prioritize always.**

**Company:**
- Size: 100-500 employees
- Revenue: $20M-$200M ARR
- Stage: Series B or C funded
- Industry: B2B SaaS
- Growth: 30%+ YoY
- Location: US/Canada

**Technology:**
- CRM: Salesforce
- Stack: Modern (cloud-native)
- Current solution: None or legacy competitor

**Buyer:**
- Title: VP Sales, CRO, Head of Sales
- Reports to: CEO/COO
- Budget: >$50K annually

---

### Tier 2 (Good Fit - 60-79)
**Worth pursuing with standard effort.**

**Company:**
- Size: 50-100 OR 500-1000 employees
- Revenue: $10M-$20M OR $200M-$500M
- Stage: Series A or D
- Industry: B2B Tech (not pure SaaS)
- Location: UK, EU

**Technology:**
- CRM: HubSpot
- Stack: Mix of modern/legacy
- Current solution: Considering change

**Buyer:**
- Title: Director of Sales Ops
- Reports to: VP Sales
- Budget: $25K-$50K annually

---

### Tier 3 (Fair Fit - 40-59)
**Nurture only. Don't prioritize.**

**Company:**
- Size: 25-50 OR 1000-2000 employees
- Revenue: $5M-$10M
- Stage: Seed
- Industry: Professional services

**Buyer:**
- Title: Sales Manager
- Budget: <$25K

---

### Disqualified (Score <40)
**Do not pursue. Auto-reject.**

- Company size <25 employees
- Revenue <$2M
- Industry: Government, Education, Non-profit
- Geography: APAC, LATAM (no support)
- Competitor locked in (multi-year contract)
- No CRM in use
- Title: Individual contributor

示例 2：潜在客户评分

输入：

Score this prospect:

Company: GrowthTech Inc
Employees: 280
Revenue: $45M (estimated)
Industry: B2B SaaS
Founded: 2019
Location: Austin, TX
Recent news: Series B ($30M) in January

Tech Stack:
- CRM: Salesforce Enterprise
- Marketing: Marketo
- No sales engagement tool

Contact: Jennifer Wu
Title: VP of Revenue Operations
LinkedIn: Active, posts about sales productivity
Previous company: Used our competitor

输出：

## ICP Match: GrowthTech Inc

### Overall Score: 92/100 ⭐ EXCELLENT FIT

---

### Firmographic Score: 95/100

| Criteria | Finding | Points |
|----------|---------|--------|
| Size (280 emp) | ✅ Ideal (100-500) | 20/20 |
| Revenue ($45M) | ✅ Ideal ($20-200M) | 20/20 |
| Industry (B2B SaaS) | ✅ Ideal | 20/20 |
| Stage (Series B) | ✅ Ideal | 20/20 |
| Location (US) | ✅ Ideal | 15/15 |
| **Subtotal** | | **95/100** |

### Technographic Score: 90/100

| Criteria | Finding | Points |
|----------|---------|--------|
| CRM (Salesforce) | ✅ Ideal | 35/35 |
| Stack (Modern) | ✅ Marketo + SF | 25/25 |
| Competition | ✅ None installed | 30/30 |
| **Subtotal** | | **90/100** |

### Persona Score: 92/100

| Criteria | Finding | Points |
|----------|---------|--------|
| Title (VP RevOps) | ✅ Decision maker | 35/35 |
| Department | ✅ Revenue Operations | 25/25 |
| Activity | ✅ Active on LinkedIn | 15/20 |
| Previous | ✅ Knows competitor | 15/15 |
| **Subtotal** | | **92/100** |

---

### Weighted Total

(95 × 0.40) + (90 × 0.30) + (92 × 0.30) = 38 + 27 + 27.6 = 92.6 → 92/100

---

### Match Summary

**🎯 Tier 1: Excellent Fit**

**Strengths:**
1. Perfect company size/stage/industry
2. Salesforce user (easy integration story)
3. VP RevOps = ideal buyer persona
4. Recent funding = budget available
5. No competitor installed = greenfield

**Conversation Angles:**
1. "Congrats on Series B! How is that affecting your sales team scale?"
2. "I noticed you're not using a sales engagement tool yet—most RevOps leaders at your stage are building that out now."
3. "Given your Salesforce/Marketo stack, our integration would be seamless."

**Risk Factors:**
- None identified

**Priority: Immediate outreach**
Add to top of SDR queue. High-value, high-probability.

技能边界

此技能擅长的事项

• 构建 ICP 框架
• 系统地为潜在客户评分
• 识别契合度差距
• 确定外联优先级

此技能无法完成的事项

• 访问公司数据库
• 验证数据准确性
• 了解内部采购动态
• 预测转化可能性

需要升级至人工处理的情况

• ICP 定义变更
• 契合度处于边缘的账户
• 战略目标账户
• 例外申请

参考资料

• TOPO ICP Framework
• Gartner B2B Buying Research
• SalesLoft ICP Best Practices
• Outreach.io Target Account Model

相关技能

• lead-scoring - RevOps 评分模型
• signal-monitoring - 意向数据
• prospecting-research - 深入研究账户

技能元数据

• 领域：SDR 自动化
• 复杂度：中级
• 模式：centaur
• 创造价值所需时间：定义 ICP 需 2 小时，每位潜在客户需 5 分钟
• 前置条件：定义 ICP 标准