Firmographic Scoring

Firmographic scoring is the process of turning a company's firmographic attributes, industry, size, geography, and similar, into a single comparable number that reflects how well it matches your ICP. It's the mechanism that turns "this looks like a decent fit" into a ranked list you can actually work down in order.

A simple version you can build in a spreadsheet

Assign points per criterion and sum them:

Criterion	Exact match	Partial match	No match
Industry	30 pts	15 pts	0 pts
Company size	25 pts	12 pts	0 pts
Geography	20 pts	10 pts	0 pts
Growth signal present	15 pts	—	0 pts
Warm relationship	10 pts	—	0 pts

70+ is usually treated as a strong fit worth prioritizing, 40-69 as worth a second look, and under 40 as not worth the call. Try our ICP Fit Score Calculator to run this against a real company in under a minute.

Where the simple version breaks down

Manual scoring is fine for a handful of accounts you're evaluating one at a time. It gets unreliable fast once you're trying to score dozens or hundreds of candidates consistently, weights drift, criteria get applied inconsistently between people, and nobody re-scores the list as new information appears. That's usually the point a team looks for something automated rather than a shared spreadsheet everyone half-trusts.

Related

Firmographic scoring is one input into a broader account fit score, which can also weigh technographic and behavioral signals alongside pure firmographics.