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Setting Up Scoring

Overview​

In modern sales, spray-and-pray outreach doesn’t work. PrimeRole’s Scoring System helps your team focus only on the most relevant companies and people by calculating a fit score — tailored to your unique Ideal Customer Profile (ICP) and Persona definitions.

Instead of relying on gut instinct, you can now define and quantify what a “high-fit lead” means for your business — and let PrimeRole score every company and person accordingly.

This is done using a weightage-based system, where you assign scores to various attributes. Based on those rules, PrimeRole will generate a fit score out of 100 for every prospect or company.

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What You Can Do​

  • Create multiple ICP (for companies) and Persona (for people) profiles
  • Define what traits or attributes matter to you
  • Assign weightage to each attribute and their parameters (from -10 to +10)
  • Get a final score showing how well someone or a company fits into your criteria
  • By default, PrimeRole shows the highest scoring profile on any person or company card

🏢 ICP Scoring: Define Your Ideal Companies​

ICP (Ideal Company Profile) scoring lets you assign value-based weightages to company attributes, helping you quickly spot accounts that closely match your business’s sweet spot.

##How to create ICP profile

  1. Create a New ICP Profile

    • Name your ICP and add a short description.
    • Enter a name and optional description to define what this ICP represents (e.g., "Mid-Market SaaS Companies in North America").

  2. Add Attribute-Based Rules

    • Click “Add Rule” to begin defining the data points used to score companies.
    • You will see a modal with various attribute categories like this:
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  • Choose the attributes that define what a high-fit company looks like for your business.

  1. Define Rules & Weightages

    • For each attribute, define parameters and assign weightage:
      • Choose an operator (e.g. “Is”, “Is greater than”, “In range”, “Contains”)
      • Set the desired value or range
      • Assign a weight from -10 to +10, based on importance

  2. Save and Activate Once your rules are set:

    • Click “Save” to finalize the ICP.
    • PrimeRole will now score every company automatically based on this profile.
    • The highest-scoring ICP will be shown as the matched profile on company cards.

🏢👤 Creating a Persona Scoring Profile​

The process for creating a Persona is similar, but applies to individual people rather than companies.

##How to create persona profile

  1. Navigate to people in scoring section and click on Create New Persona

    • Add a name and an optional description (e.g., "Sales Decision Maker (US)").

  2. Add Attribute-Based Rules

    • Click “Add Attribute” to define which traits matter for your ideal persona.
    • Attributes for ICP and Persona will be entirely different as ICP is company oriented and Persona is people oriented.
      • You can even add a rule to use your persona's companies ICP score
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  • Choose the attributes that define what a high-fit company looks like for your business.

  1. Define Rules & Weightages Just like in ICP:

    • For each attribute, define parameters and assign weightage:
      • Choose an operator (e.g., “Includes”, “Contains”, “Is”)
      • Define specific values (e.g., “Title contains: Account Executive”)
      • Assign a weightage from -10 to +10

  2. Save and Activate Once your rules are set:

    • Press Save to activate the Persona profile.
    • PrimeRole will now score every person viewed in your workflow.
    • The profile with the highest match score will be shown by default.

🔍 Understanding Score Ranges in ICP & Persona Scoring​

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  • After you create your ICP or Persona profile and assign weights to different attributes, PrimeRole calculates a final score for each company or person. This score helps you determine how well they fit your ideal target profile.
  • Score ranges define how to interpret the final score of a profile. Based on the score, each prospect is placed into one of four categories:
    • ❌ Not a Fit
    • ⚠️ Fair
    • ✅ Good
    • 🌟 Excellent
  • The score range is completely customizable using an intuitive slider interface.
    • Change the threshold for each category (e.g., move the "Excellent" category to start from 75 instead of 80)
    • Use this to align scoring logic with your GTM motion or sales segmentation

🔍 Powered by PrimeRole Enrichment​

  • PrimeRole enriches every company and people profile by pulling in data from multiple verified sources. This enables access to a wide range of standard and rare attributes — even things like:
    • Tech stacks being used
    • Team-level headcount
    • Growth trends
    • And a lot more
  • This ensures you can build data-rich ICPs and trust the scoring engine to work with comprehensive and accurate inputs.

Using the Scores​

  • Open any company or person profile
  • PrimeRole will automatically show:
    • The best-matching profile
    • The score (based on your attribute weights)
    • You can also view scores across all your saved profiles

Why It’s Useful​

  • Aligns your team around clear qualification rules
  • Helps prioritize outreach to high-fit leads
  • Makes personalization and targeting much easier
  • Ensures consistency across reps and teams

Example​

A properly filled ICP will look like this. For personas, company attributes are replaced with persona attributes.

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