Free resource
Free ICP Scoring Checklist

Stop spreading budget thin. Find the segment worth winning.

The scoring framework I use in every Revenue Audit — so your marketing and sales team can choose their primary ICP in a single afternoon.

  • The eight criteria that predict revenue, and how to score them
  • A weighted scorecard to fill in with your team
  • How to turn the totals into a primary ICP and a stop list

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What’s inside.

Four pages. No theory for its own sake. Everything is built to be used in a working session with your team.

  1. Page 1

    Gather the evidence

    The six data points to pull before anyone gives an opinion.

  2. Page 2

    The eight criteria

    What to score, the question to ask and what a 1 or a 5 looks like.

  3. Page 3

    The scorecard

    A weighted scorecard for three segments, plus how to read the totals.

  4. Page 4

    The final check

    Six boxes to tick, and a one-sentence template for your ICP.

Who it’s for

Built for sales-led B2B SaaS teams.

Especially useful if you’re planning next quarter, entering a new market or wondering why pipeline isn’t matching the effort.

  • CMOs and CROs who need one shared definition of a high-value account
  • Marketing teams running campaigns across too many segments
  • Revenue leaders deciding which market to enter next
Denice Raafenberg
From Denice Raafenberg
“The biggest growth problem is rarely a lack of marketing activity. It’s a lack of focus.”

I’m a market-to-revenue strategist with 20 years of campaign strategy for leading brands. I help CMOs and CROs at sales-led B2B SaaS companies choose the accounts most worth winning and turn sharper positioning into qualified pipeline.

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Your next quarter starts with one clear choice.

Get the checklist and make it with your team this week.

Get the free checklist