What does a score of 100 mean?

Every comparable criterion was met. Read the denominator beside it: Leads supplies no problem-evidence counts, so the total it compares against there is 85 rather than 100.

Do disqualifiers reject an account?

No. They raise it for human review, name the line and the field that matched, and leave the score alone.

What if the project has no ICP record?

Leads orders eligible accounts by name and says they are unranked. It never substitutes a different ICP.

Where do the numbers come from?

Four record kinds in this project: segments, companies, ICP revisions, and linked meetings with recipient snapshots. No CRM, no email tool, no enrichment service.

Marketicp-and-segments

Living ICP and segments

Who fits, why, and who a segment reaches right now.

The ICP record declares target platforms, a minimum catalog size and a minimum number of languages. Segments are written as clauses, one per line. Leads re-reads those clauses every time you open it, prints which ones parsed and which did not, and shows the accounts the segment currently reaches with the exclusion rule that kept each of the others out.

100 points across four ICP criteria
7 exclusion rules, applied in order
0 member lists stored anywhere

Open Living ICP and segments in the app See the screens

2 of 5 in Market

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 mistyped rule quietly widens the reach

One unreadable line, and a segment meant for mid-market catalogs reaches everybody. You find out from the reply.

A fit score nobody can argue with

A single number hides which criterion failed. A decomposition can be disagreed with, which is the point of showing one.

Tightening the ICP re-grades last quarter

Comparisons stay pinned to the ICP revision they were made against, so raising the bar today does not rewrite what you decided in March.

In the app

What it looks like

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

A Living ICP record with its platforms and its two minimums.

The four ICP criteria and the points each one carries.

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
Write the ICP
Title, the target platform list, the two minimums, then the disqualifiers last.
2
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.
3
Open Leads
Pick the segment, pick the ICP revision to rank against, and set the contact window to seven, thirty or ninety days.
4
Read the refusals first
Unread clauses, exclusions and the cannot-tell list come before the ranking. Fix the source record, not the figure.

Highlights

Why it matters

Fit is a comparison you can read

Technographic fit, catalog scale, localization and problem evidence. Open a row and see which criterion was met, which was not, and where the input was unknown.

A clause that did not parse says so

Leads names the line number, the text as written, the reason and a hint, instead of silently dropping it and widening who gets contacted.

Membership is derived, never stored

Every read re-evaluates the segment. A saved list cannot go stale, because there is no saved list.

Honest limits

What this does and does not promise

ICP fit is a deterministic rule comparison against one saved revision. It is not trained, fitted or predictive, and it is never a verdict on a deal.
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 Living ICP and segments

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

Open Growth-OS See the whole directory