Design ICP scorecards, routing rules, and human review points. [Editorial sample]
Design a lead qualification system.
ICP definition:
{{icp}}
Inbound sources:
{{sources}}
CRM / tools:
{{tools}}
Team capacity:
{{capacity}}
Deliver:
1) Explicit fit scorecard (must-have vs nice-to-have).
2) Disqualify rules (with exceptions).
3) Routing matrix (owner, SLA, nurture path).
4) Automation sketch (trigger → enrich → score → route) with human approval points.
5) Weekly review ritual to prevent scorecard drift.
No invented conversion rates.Align sales + marketing on scorecard before automating.
ICP = mid-market B2B SaaS ops; sources = demo form + partner referrals.
Scorecard + routing matrix + automation sketch. (Sample.)