icp-scoring-enginelisted

# ICP Scoring Engine Score fit and intent separately, set thresholds from the actual distribution, and prove the model separates outcomes before anybody routes on it. ## When to use - No scoring model exists - A model exists and sales ignores it, which is the most common case - Routing decisions need a priority signal - Threshold review, quarterly ## Inputs - Reads: `workspace/data/universe.csv` enriched, `workspace/data/object-model.md` - Needs from user: last year's closed-won and closed-lost account lists, current model if any, and the weekly account capacity of the team that will work the output The capacity number is required. A model whose top band exceeds what the team can work is not a prioritization. ## Workflow ### 1. Score fit and intent as two separate axes Never blend them into one number. A perfect-fit account with no activity and a bad-fit account browsing pricing produce the same average, and that average routes both to the same place. **Fit (10 points), the account's structural suitability:** | Criterion | Points | |---|---| | In target industry or vertical | 2 | | Correct size band, employees or revenue | 2 | | Trigger event present | 2 | | Budget authority identifiable in the committee | 2 | | Competitive alternative confirmed, including status quo | 2 | **Intent, separately, time-decayed.** Comes from `signal-pipeline`. Weight by proximity to a purchase decision, and decay by age. ### 2. Read the quadrants, do not average them | | High intent |