Scaling your business requires a constant evolution of strategy and focus. What worked for you before may not work now. This also applies to your Ideal Customer Profile (ICP). You need to be sure that your ICP is precisely adjusted as this directly affects your sales and marketing costs, and as a result the growth of your company.

We’ve already spoken about the benefits of ICP Scoring in general in one of our previous articles. This time we’ll talk more about our platform and how easy it’s to set up an Ideal Customer Profile with it.

We certainly hope this guide will help you to better understand how Altum Analytics ICP scoring system works. You’ll find out what possibilities you have with our platform to create the best ICP possible. And last but not least, we’ll explain why Altum Analytics is the best solution out there to help your business achieve high growth.

How to Get Maximum from ICP Scoring

Let’s start with the overall benefits of scaling your business with the help of ICP scoring. We’ve already mentioned that we have an entire article dedicated to this question, but let’s try to summarize the main points.

One of the main goals of ICP model implementation is to reduce the sending of too many inbound leads to your sales and don’t waste your resources. How is this achieved in most companies today?

The typical inbound lead workflow is currently based on either manual ICP scoring or automated ICP scoring using such marketing tools as Salesforce, Hubspot or Marketo. But there are few problems with both of these approaches.

The problem with manual ICP scoring is that it required a vast amount of routine and hard work from SDR specialists. It could be at least hundreds and hundreds of companies you need to evaluate per month. So, as you can imagine, such work will require a considerable amount of time and money. And even then, the result will be far from ideal, because in most cases nobody works with data science.

Another problem that afflicts both approaches is that they have a very limited number of parameters in their ICP scoring models. For example, it could be revenue, employee range, or location. Even if you use marketing automation tools and they have slightly more parameters, these tools could provide only the one lead scoring model. Also, the ICP model doesn't update every 6 months, so its effectiveness drops down.

We believe that to get absolutely maximum from ICP scoring you need to rethink the whole inbound lead workflow. This is where an automated AI-driven ICP scoring system comes into play. Instead of relying on the internal ICP scoring model of your marketing tool, you set it up according to your individual preferences. The Altum platform does the rest for you, and you get the most detailed analysis of your inbound leads. And this, in turn, allows you to build a new, more effective inbound lead workflow.

So, how exactly does the Altum Analytics ICP scoring platform work?

ICP Model Creation with Altum Analytics

First thing you need to do is to integrate Altum Analytics into your automation marketing tools. The platform is compatible with Hubspot, Marketo and Salesforce. After that, our system will score all new coming leads with ICP tags.

Next, you need to go to the ICP Model page to create or edit your ICP profile.

By pressing the Edit button you can modify and add new cards to the model. You can choose from the following categories for company cards:

• Alexa Global Rank
• Industries
• Locations
• Employees
• Business Model
• Tech Tags
• Tech Categories
• Company Tags
• Estimated Annual Revenue
• Fund Raised

In addition, you’re able to choose from a variety of contact cards to set more parameters:

• Job Function
• Role
• Management Level
• Department

You can add and remove any category cards as you like, to find the best possible ICP model for you.

Let’s take Altum Analytics for example and create an ICP model in order to make the company a Very High fit profile.

First, we need to edit a current model. We can add an Industries card, and set an Internet Software & Services with the highest score (10). Also, we give the Industries card a 20% importance score, because it’s one of the most relevant agents for us.

Then, we'll edit the rest of the Company cards according to the same basic principle. Just keep in mind the main goal which is to create a model that is as close as possible to the firmographic data of a targeted company.

After all the adjustments, we can save our ICP model as a draft.

Finally, to make sure we did everything right, let’go go to the Sandbox mode and type in Altum Analytics site in finder.

As you can see, Altum Analytics has become a Very High fit lead with the current ICP model draft. You can also switch to Sandbox mode in order to set up or upload a lead and calculate the ICP fit for this lead using various approaches. You can easily save/delete and switch between different versions and drafts of your ICP models using a drop-down list.

One last step you need to do is to make our Altum Analytics model Active. To do this, go back to the ICP Model page, find and select the new draft, and click the button Publish.

That’s it, you’ve created a working ICP Model with Altum Analytics!

Oh, and last but not least, if you already have a list of companies that you want to score, you can export the list into the Altum Analytics platform in CSV format.

Instead of Conclusion

Altum Analytics provides the most advanced automated ICP scoring platform on the market by using the power of AI. With our solution you'll get high-quality B2B firmographic data for your ICP model, an easy-to-use ICP scoring builder, and also powerful reports. Altum Analytics is сompatible with Hubspot, Marketo, and Salesforce.

You can try it for yourself! Sign up for a free 30-days trial or book a demo call now!