ICP Scoring
How Obert scores leads against your Ideal Customer Profile and how to configure scoring criteria.
ICP scoring rates how well each lead matches your target buyer. Scores help you prioritize outreach — focus on the best-fit leads first and skip the ones that don't match.
How scoring works
Obert evaluates leads across three dimensions:
| Dimension | What it measures | Example |
|---|---|---|
| Title fit | How well the lead's job title matches your target roles | "VP of Sales" scores high for a signal targeting sales leaders |
| Account fit | How well the lead's company matches your target companies | Employee at a 200-person SaaS company scores high if you target mid-market SaaS |
| Location fit | How well the lead's location matches your target geography | Based in New York scores high if you target the US East Coast |
Each dimension produces a sub-score. The overall ICP score is a weighted combination, expressed as a number from 0 to 100.
Score tiers
| Tier | Score range | Meaning |
|---|---|---|
| High | 70–100 | Strong match. Prioritize for outreach. |
| Medium | 40–69 | Partial match. Worth reviewing individually. |
| Low | 0–39 | Weak match. Likely not a fit. |
Score tiers appear as color-coded badges throughout the product — green for high, yellow for medium, gray for low.
Scores are per-list
A key concept: ICP scores are calculated per list, not globally. The same lead can score 85 in one list and 30 in another, because each list can define different ICP criteria.
This is intentional. A VP of Sales at a fintech company might be a perfect fit for your "Fintech Sales Leaders" list but a weak match for your "Healthcare Decision Makers" list.
Configure ICP criteria
- Open a list and click the ICP tab.
- Define your ideal customer profile using one or both methods:
Natural language description: Write a free-text description of your ideal buyer. Obert's AI interprets this and scores accordingly.
"Senior sales or revenue leaders at B2B SaaS companies with 50–500 employees, ideally in the US or UK. Bonus if they have experience with outbound sales or PLG motions."
Structured criteria: Set explicit filters for each dimension:
- Target titles: List specific job titles or keywords
- Target companies: Company names, industries, or size ranges
- Target locations: Countries, regions, or cities
- Click Score Leads to calculate or recalculate scores for all leads in the list.
Scoring runs in the background. For large lists, it may take a few minutes.
Re-score leads
Scores are calculated when:
- A lead is first added to a list
- You manually trigger rescoring via the Score Leads button
- You update the list's ICP criteria and click Score Leads
Scores are not recalculated automatically when a lead's profile changes. If you suspect scores are stale after significant profile updates, trigger a manual rescore.
Use scores effectively
- Filter by score tier in the leads table to focus your review on high-ICP leads first.
- Sort by score to see the strongest matches at the top.
- Set list notifications to alert you via Slack only when high-ICP leads are discovered (configure in the list's notification settings).
- Campaign targeting — create lists with strict ICP criteria to ensure your campaigns only reach well-matched leads.