Step 1: Define ICP Criteria
Set scoring criteria, ideal values, and importance weights based on your target personas.
Example: Industry (SAAS, Agencies, IT) = 7/10; Technologies (HubSpot users) = 10/10.
ICP tracking
$
Pricing
$400-$600
The pricing for ICP tracking varies based on complexity.
ICP tracking monitors and scores all contacts in HubSpot based on how closely the contacts and the companies they work for match your ideal customer persona.
ICP Scoring Flow in HubSpot
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Step 2: Assign ICP Scores
Score contacts (0-50) based on the defined criteria and weights.
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Step 3: Classify Leads
Group leads into ICP levels from best fit to poor fit.
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Step 4: Leverage ICP Insights
Use ICP scoring for lead prioritization, targeting, messaging, and actionable reporting dashboards.
What is it?
ICP tracking analyzes and assigns a score to all contacts in HubSpot based on how closely they and their associated companies align with your ideal customer persona (ICP). This involves:
- Identifying key ICP criteria, such as industry, company size, or technologies used
- Assigning weights to these criteria based on their importance to your ideal client profile
- Tracking and scoring contacts based on how well they meet the criteria
Each contact is assigned an ICP score (usually 0-50) and classified into levels, such as:
- Best fit
- Strong fit
- Moderate fit
- Poor fit
- Not a fit
This tracking helps prioritize leads, optimize targeting and messaging, and enhance reporting insights, driving smarter sales and marketing decisions.
Sample HubSpot ICP score configuration
Keep in mind: the validity of your ICP scoring model heavily relies upon having an accurate and complete data foundation, so it is highly recommended to have data enrichment implemented to maximize the value of your ICP tracking.
| Category | Criteria | Points |
|---|---|---|
| Industry (company properties) | Matches ideal industries (e.g., SAAS, digital marketing, IT) | 10 points |
| Partially matches ideal industries | 5 points | |
| Company size (company properties) | Ideal size: 50-200 employees | 10 points |
| Partially matches size (e.g., 20-50 or 200-500 employees) | 5 points | |
| Technologies (company properties) | Uses HubSpot | 10 points |
| Uses complementary tools (e.g., Salesforce, Apollo) | 5 points | |
| Geography (company properties) | Located in target region (e.g., North America) | 7 points |
| Located in secondary target region | 3 points | |
| Revenue (company properties) | Matches target range: $1M-$10M | 10 points |
| Partially matches target range | 5 points | |
| Department (contact properties) | Contact works in target department (e.g., marketing, sales, IT) | 10 points |
| Contact works in related department | 5 points | |
| Management level (contact properties) | C-level (e.g., CEO, COO, CFO) | 10 points |
| VP or Director level | 7 points | |
| Manager level | 5 points | |
| Maximum total points | 67 points |
What are the use cases?
- Lead scoring: Combine engagement tracking with ICP scoring to implement lead scoring.
- Lead prioritization: Use ICP scoring to focus marketing and sales efforts on the contacts most aligned with your ideal customer persona.
- Segment contacts by ICP levels: Target campaigns based on how closely contacts match your ideal customer profile, ensuring more personalized outreach.
- Optimize targeting and messaging: Tailor communication strategies for each ICP level to improve engagement and conversion rates.
- Enhance reporting insights: Incorporate ICP scores into dashboards to identify trends and refine marketing and sales strategies.
- Improve sales handoffs: Pass high-priority ICP leads to the sales team, ensuring more efficient and effective follow-up.
What are the value adds?
- Increased sales and marketing efficiency
- Higher conversion rates
- Better campaign targeting Improved lead nurturing
- Increased revenue