ICP Assessment
The ICP only works if every fit judgement applies the same definition, and filters, scores and gut calls each apply their own. This skill judges one account at a time against the current approved version of your ICP memory: criteria checked against live account evidence, exclusions enforced from your Suppression memory, product fit and buying roles weighed through your Products and Persona memories. The result reads fit, confidence and what is still unknown, so a rep can see why an account made a list and RevOps can change the definition once and see it applied everywhere. Every judgement leaves a trace, and those traces are the record ICP Analysis later tests the definition against.
Prospecting
ICP Assessment
ICP Analysis
ICP
Products
Persona
Suppression
The fit call behind every list
An account's fit gets decided at sourcing, again at qualification and again at every reranking. The definition applied should not depend on the day.
01 | The Current Way
02 | AI Added On
03 | AI-Native
An enrichment export adds 600 accounts to the queue
Filters stand in for the ICP
Filters approximate the definition. Accounts that match the numbers but miss the ICP pour in, and the exclusion list lives in heads.
Criteria that move with the prompt
A prompt can classify each account, but its criteria live in the wording. Rephrase it and the verdicts change, with no record of either run.
The queue arrives judged on your definition
Reps start from a queue already judged against the approved ICP, exclusions applied, with fit, confidence and gaps shown per account.
Mid-qualification, the rep doubts the account ever fit
The definition, recalled differently
The rep replays the ICP from memory and asks around. Whether the doubt sticks depends on who answers; why it was sourced is gone.
A fit check that cannot cite a criterion
A generic check returns a fresh verdict from public patterns. It has never read your criteria, so it cannot say which one the doubt touches.
The doubt gets a named criterion
The rep sees the weak criterion, the evidence that would settle it and how sure to be. Disqualified accounts leave a reason behind.
The call list is ranked by a score nobody can open
Ranked by last year's model
The scoring model was tuned once and has drifted since. High scores get the calls, and nobody can say which criterion earned the rank.
Optimising last year's fit
Learned weightings rank accounts well on average. When the ICP moves upmarket, they keep optimising for last year's definition of fit.
Priorities follow the definition you set
Reps see the list re-order the day the ICP changes, and RevOps sees why: criteria met, confidence and gaps sit behind every position.
Capabilities that run this skill
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An advantage competitors cannot buy back: years of success and failure, codified.
A repeatable method for judging one account against your ideal customer profile: read the account's current evidence, apply explicit criteria, exclusions and evidence requirements, and return fit, confidence and gaps. In Revenue Labs it runs on your ICP, Products, Persona and Suppression memories.
Keep the criteria outside the prompt. The definition lives in your ICP memory as criteria, exclusions and evidence requirements, so each judgement cites which criteria passed, on what evidence, and which stayed unproven. Disagree with a fit call and there is a specific criterion to argue with.
Indirectly. This skill judges single accounts and leaves a trace of every judgement. ICP Analysis reads those traces in aggregate, tests which criteria predict meetings, wins and churn, and proposes revisions. Adopt a new version and this skill applies it from the next account on.
Rarely as a page to open. The fit call shows up inside the work: a sourcing queue with fit already decided, a ranked list that can say why each account is there. The ICP Assessment capability carries the flow, and any judgement opens to its criteria and evidence.
Yes, and the override is kept. The person working the account decides, and their reason is recorded beside the evidence for ICP Analysis to read. The definition stays with RevOps: criteria and exclusions change only as approved versions, so a fit call never quietly means something new.