What makes a deal a Strong fit?

At least 7 K and no D on the ICP and Webshop profiles, at least 5 K and no D on Enterprise and Agency. At least 4 K is Nurture; below that, a webshop goes to Low-touch and the other profiles stop.

What happens to a criterion nobody knows?

It stays unknown and becomes a question for the next call, hard requirements first. It keeps the verdict provisional and is never counted as a D.

Can someone overrule the verdict?

An editor can override any criterion with a reason, and the scorecard keeps what the rules proposed beside it. The outcome itself follows the count.

Where do the facts come from?

What a member records, what a lead said in a reviewed meeting, CRM fields and enrichment. Per fact the most trusted source wins, and the scorecard names it.

Salesicp-and-segments

ICP, qualification and segments

Four ICPs, one count rule, and who a segment reaches right now.

Four ICPs and the Partner profile sit side by side in one published revision. Every company and open deal is scored against its profile with K, G or D per criterion, the count decides Strong fit, Nurture, Low-touch or Stop, and what nobody knows yet becomes the question for the next call. Segments save who we target, and Leads ranks who a segment reaches today by that stored verdict.

4 ICPs beside the Partner profile, in one revision
4 outcomes: Strong fit, Nurture, Low-touch, Stop
0 member lists stored anywhere

Open ICP, qualification and segments in the app See the screens

2 of 5 in Sales

In the workspace

The pages this covers

The problem this solves

What goes wrong when this work lives in spreadsheets, documents and one person's memory.

A blank read as a no

A deal nobody asked about budget is not a deal without budget. Here an unknown criterion is a question for the next call, never a disqualifier.

The bar moves in a hallway

Criteria live in published revisions. A change goes through a draft that shows how open deals would move, and every score names the revision it was made under.

A mistyped rule quietly widens the reach

One unreadable segment line, and a list meant for mid-market catalogs reaches everybody. Leads names the line, the reason and a hint instead.

In the app

What it looks like

Captures of Growth-OS itself, rendered with sample data rather than our own records.

One profile on the ICP & qualification page, with its criteria and their K, G and D texts.

A profile’s outcome rules: the Strong fit and Nurture bars and the hard requirements.

A segment written as one clause per line.

The Leads exclusion tally, each account naming the rule that decided.

How it works

From an empty record to something you can act on, in the order you do it.

1
Publish the criteria set
An admin publishes the WISEPIM criteria set, four ICPs and the Partner profile as revision 1, and scores the open pipeline once.
2
Read the scorecard on a deal
The outcome and status, the K, G and D count, the path to Strong fit and the questions to ask on the next call, in the CRM window.
3
Write the segment as clauses
One per line: field, comparator, value. Deliberate exclusions go in their own field rather than hiding inside the inclusion text.
4
Open Leads
Pick the segment, narrow to one profile if you want, and set the contact window to seven, thirty or ninety days. Eligible companies rank by their stored verdict.

Highlights

Why it matters

Fit is a count you can read

Every criterion reads K, G, D or unknown, with its evidence. Enough K and no D is a Strong fit, and a hard requirement at D stops the deal whatever else scores K.

Unknown becomes a question

A criterion nobody has evidence for is never a D. It keeps the verdict provisional and lands under Ask on the next call, hard requirements first.

The criteria learn every month

On the 1st, Growth-OS suggests changes from what happened: D’s on deals that were won after all, boundaries that won and lost deals straddle, overrides that keep repeating. An admin accepts or rejects each one.

Honest limits

What this does and does not promise

Qualification is a rule verdict against the published criteria. It is not trained or predictive; an AI judgement only fills a criterion the rules leave unknown, and the scorecard says so.
Coverage describes the accounts you recorded, never the market. Forty account records produce a funnel about forty companies.

Questions

Frequently asked questions

Used alongside this

These pages share records with this one, so what you write here shows up there.

Companies and pipeline

One record per company, read by four other pages.

Campaigns

Plan the motion, freeze who it went to, read the result against it.

Meetings and evidence

Every claim carries the sentence somebody actually said.

Do this work in ICP, qualification and segments

The page opens on this project's records. The in-app guide describes every field.

Open Growth-OS See the whole directory