Score ICP fit for a lead list in Google Sheets
Your ideal customer profile is a paragraph in a deck. Make it one sentence, put the sentence in a formula, and the lead list scores itself against it.
Write the ICP as one sentence
Company type, size, who they sell to, where they are. Leave out anything you cannot see in the lead notes; the model judges the text in the cell, not the world.
=HUNCHSCORE(D2:D2000, "ICP fit: B2B software company with 20 to 500 employees that sells to sales or support teams, based in the US or Europe", "no fit|weak|good|perfect")In Excel: =HUNCH.SCORE(D2:D2000, "ICP fit: B2B software company with 20 to 500 employees that sells to sales or support teams, based in the US or Europe", "no fit|weak|good|perfect")
Real outputs
| Row | A | B | C |
|---|---|---|---|
| 1 | Lead notes | ICP fit (0–3) | Label |
| 2 | Jonas W., CTO and co-founder of a 40-person B2B SaaS in Berlin. Wants to triage inbound tickets. | 2.74 | perfect |
| 3 | Director of Revenue Operations, 250-person fintech, New York. Asked for pricing for 20 seats. | 2.62 | perfect |
| 4 | Elena P., Support Team Lead at a 90-person SaaS in Amsterdam. | 2.46 | perfect |
| 5 | Priya S., Head of Customer Support, Lumen Health (SaaS for clinics, 180 staff, Austin). | 2.36 | perfect |
| 6 | Maria K., VP Sales at Northwind Logistics (300 employees, Chicago). | 2.34 | perfect |
| 7 | Tom R., SDR at a 12-person agency in Leeds. | 0.84 | weak |
| 8 | Procurement analyst at a 5,000-person bank. | 0.24 | no fit |
| 9 | Student building a side project, wants API access for a hackathon. | 0.07 | no fit |
Northwind Logistics is not a software company, and the score shows it: 2.34, the lowest of the "perfect" group. The number carries a nuance the label cannot.
Number or label?
- The number (default) is the weighted position across your levels. Sort on it, average it, threshold it.
- Add
"label"as the fourth argument to get the most likely level as text, for a readable column or a pivot. - Add
"index"to get the level number instead.
Re-scoring when the ICP changes
Change the sentence in the formula and the column re-scores. Keep the sentence in one cell and reference it, so a change in E1 re-scores every sheet that uses it:
=HUNCHSCORE(D2:D2000, $E$1, "no fit|weak|good|perfect")In Excel: =HUNCH.SCORE(D2:D2000, $E$1, "no fit|weak|good|perfect")
Put the size range in words the notes actually use. If your notes say "SMB" and "mid-market", say that in the ICP sentence instead of employee counts.
Questions
Can I weight authority and fit into one number?
What if the notes do not mention size or region?
Run it on your own column
Copy the template (or use the Excel add-in), paste your key, point the formula at your data. Every formula here has its Excel spelling underneath. 100 rows free to start, then $29 for 5,000 rows. Credits never expire and there is no subscription.
Reference: HUNCHSCORE
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