ICP tier
An ICP tier is a fit band derived from an account’s ideal-customer-profile score, which sorts a long account list into a few ranked groups so the best-fit accounts get attention first.
How do you set a tier?
Score each account against weighted fit factors, then set cutoffs on the score to assign the band. The tier answers 1 question: how well does the account fit? Its account label answers a separate one: is it a customer, an open deal, or a competitor?
Why do your reps need to see the reasons?
Your reps act on a tier they can inspect. Give them a list with no reasons and they research their own accounts first, so outreach starts late.
“They didn’t have strong confidence in the target account list… it took them weeks… then everybody already has plans for that night.”
A director of performance marketing at a software company around $25M ARR, describing a prior role
When your reps can see the reasons, their disagreements become useful too. A rep who disputes a tier points at a weight or a data field your team can fix. Your tiers then feed the coverage gap: the high-fit accounts at the show that your reps aren’t working.
Where do you find it in FieldXM?
FieldXM sorts your accounts into 4 tiers: Strategic, Target, Qualified, and Below. Its scoring uses weighted rules across firmographics: industry, company size, revenue, geography, and tech stack.
The weights are yours to set, and each score lists what went into it. See account planning.
Related terms
- Ideal customer profileAn ideal customer profile is a written description of the companies most likely to buy and succeed with a product, in terms of firmographic traits such as industry, size, revenue, geography, and technology.
- FirmographicsFirmographics are the descriptive facts about a company, such as industry, employee count, revenue, location, and technology in use, and they are the raw inputs teams use to judge whether an account fits.
- Account labelAn account label is a single tag stating an account's current standing with the selling team, such as net-new, in an open deal, or excluded, derived from CRM data so each account gets the right owner and play.
- Coverage gapA coverage gap is a target account that will be present at an event and that your team hasn't given an owner or planned outreach for, visible in the account plan before the event.
- Target account listA target account list is the set of accounts a revenue team intends to engage at an event, which the team matches to the CRM, tiers by fit, and assigns to owners before anyone travels.
See it in FieldXM
- Account planningSee each account’s ICP tier and why, its CRM status, and its owner. Then use your HubSpot sequences or Salesforce cadences to reach the ones your reps aren’t working.
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