ICP Scorecard

Upload a CSV or Excel list of accounts. Every account is scored against the ideal XDARK ICP and ranked from best fit down, so you know the first 20 and the first 100 to call.

Drop one or more .xlsx, .xls or .csv files here

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Column mapping and settings

File Sheet Proven partners (comma-separated) NTRA-certified partners (comma-separated)

#	Account	Priority	ICP Fit	Next step	Score mix	Signals	Data

Click a row to see its six dimensions and change any rating by hand. Manual ratings stay in this browser and re-rank the list at once.

Methodology

Scorecard & weights

The scorecard keeps the six dimensions from the ICP best-practice model. Weights were moved where XDARK’s own win/loss data (85 closed deals in Egypt) gave a reason. Each factor is tagged with its basis: Data, Best practice or Assumption.

Six dimensions, 100 points

Dimension	Best-practice model	XDARK weight	Change	Why

Factors inside each dimension

Points = factor weight × rating ÷ 5. Every rating is 0–5 against the written anchors below. A factor with no data gets the stated default, so missing data is never read as a bad fit.

Factor	Type	Weight	Comes from column	Basis	Rating anchors

Weight by column in your file

Column	Share	Feeds

Industry feeds three factors because it is the strongest signal in the data and the one column almost every list has. Size no longer rewards big companies: over 3,000 staff gets the lowest rating.

Fit grade and next step

Two numbers, kept apart on purpose. ICP Fit says whether the account is our kind of customer. Priority is the full 100-point score and sets the call order.

ICP FitAccount & solution fit + regulatory exposure + proof, out of 45, shown as a grade: A ≥ 80%, B 60–79%, C 40–59%, D under 40%.

Call nowFit A or B and an access route of 2 or more (partner, relationship, referral, opening).

Via certified partnerFRA/CBE-regulated accounts need an NTRA-certified provider. Fit stays the same; the route goes through a certified partner unless the account already comes from one. FRA deals with a partner won 2 of 2, direct 1 of 5.

Get intro firstFit A or B with no access route. Ask a partner or contact for an introduction before outreach. Cold direct deals won 22% against 58% via partners.

Nurture / Not nowFit C goes to nurture. Fit D waits.

Ranking orderThe list is ranked by the 100-point ICP score alone. Deal stage from an old CRM export is shown as history (customer, lost before) and never moves an account up or down.

GatesOutside Egypt, a likely competitor (cybersecurity firm), or a bank (not targeted now) is excluded before scoring. Country carries no points. Excluded accounts can be restored by hand.

How this maps to the ICP-to-GTM layers

1 · Account fitFirmographics (industry, size, geography gate), technographics and security maturity, solution fit, proof.

2 · ProblemRegulatory exposure as the observable pain proxy; discovered pain mapped to XDARK’s eight pains (unproven value, accountability without control, firefighting, investment without confidence, cost centre, key-person dependency, shadow IT and third parties, compliance vs resilience).

3 · CommercialTrigger and urgency, budget signal, expansion potential, buyer access and buying committee.

LimitsWeights are hypotheses from one CRM. Pain, budget and committee are mostly unknown before discovery and sit at defaults until you fill them. Validate by scoring 30–50 new accounts and comparing meeting and qualified-opportunity rates by grade, then re-weight.