ICP Scoring Sheet: Test Your Ideal Customer Profile Against Real Customers
Test your ideal customer profile against real customers, including the ones that didn’t work out. The attributes that separate customers who bought and stayed from those who didn’t are your real ICP.
Get the ICP Scoring Sheet
It’s yours.
Make a copy to your Google Drive (you’ll need to be signed in to Google), then start with the Attributes tab.
What’s inside
1. Attributes
List up to 8 “needs and haves”: what an ideal customer must need, or must already have. Mark the ones that rule a company out as disqualifiers.
2. Scorecard
Add every customer, active user and serious prospect, including churned customers and lost deals, and score each attribute yes, no or unsure.
3. Fit signals
Mark the signals for each company: excited in the demo, ongoing feedback, invited colleagues, shared you publicly, paid full price.
4. Analysis
See which attributes separate good outcomes from poor ones. Keep the strong separators, question the ones that don’t separate.
5. Milestone
Track your progress towards 5 paying customers at full price who match your ICP.
Comes filled with a fictional sample, so you can see how it works before adding your own customers. Approach adapted from PostHog’s ICP guides.