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Understanding ICP fit and readiness scores

Aptiro scores every account on three numbers. They answer three different questions, and knowing which is which is the fastest way to trust the ranked lists you see on the dashboard and in Accounts.

Qualified is signal strength and ICP fit, weighted equally. It answers "does this look like a real opportunity at all".

Readiness is how likely an account is to buy right now. It answers "should I call this account this week".

Opportunity is readiness weighted by likely deal size. It answers "which of the accounts worth calling is worth calling first".

Your ideal customer profile (ICP)

You define your ICP once, in Settings > Ideal Customer Profile, as criteria such as industry, headcount, geography and tech stack. Aptiro scores every account against it and shows the evidence behind the score. If you completed the setup wizard's website step, your first ICP was drafted from your own site, marked Suggested until you confirm or change it.

Accounts found during onboarding discovery, before a full scan has run, carry a provisional fit score: a quick read from search summaries alone, replaced the moment a full scan or an enrichment runs on that account.

How readiness is weighted

A buying signal and a conversation are both evidence that an account is ready, but not every team weighs them the same way. Settings > Scoring lets you choose:

  • Relationship-led (70% relationship activity, 30% signals), for teams that close through conversations: meetings, calls and reviews.
  • Signals-led (70% signals, 30% relationship activity), for teams that chase market events: funding, hiring and news.
  • Balanced (50/50), when both matter equally.

ICP fit sits outside that split. It gates the result instead of contributing to it: below a fit of 40 by default, readiness is scaled down in proportion, so an account that will never buy from you cannot be carried up the list by a stream of funding and hiring news. At or above that fit, readiness is not reduced at all. An owner or admin can move the gate, or switch it off entirely, from the same settings page.