published qualification logic

What decides who gets contacted

This page is the whole qualification layer. It is deterministic code with published weights, not a prompt, so the same prospect scores identically on every run and no model edit can quietly move the bar. Change a weight here and the pipeline changes; change a prompt and nothing on this page moves.

Audit it as JSON

Weighted components

100 points total · v1.0.0

fit

30 pts

Is this the kind of company we serve at all?

Industry inside ICP12

Headcount in target band10

Serviceable region8

pain

35 pts

Is there a problem large enough to pay to fix?

Leakage as share of attributed revenue18

Visibility gap to category leader10

Technical conversion debt7

timing

20 pts

Is it getting worse right now?

12-month ranking trajectory10

Competitor momentum against them6

Observed buying triggers4

reachability

15 pts

Can we actually get to the person who decides?

Decision-maker email confidence8

Stack indicates marketing maturity4

Not already an account in CRM3

Tier thresholds

tier A82+contact immediately, senior rep

tier B70+full sequence, standard cadence

tier C62+sequence, no manual research time

tier D0+parked, never contacted

ICP definition

editable, versioned

Mid-market services, organic-dependent, under competitive pressure

Industries: Home ServicesHealthcareLegalFinancial ServicesB2B SaaS
Headcount: 20–400
Regions: QC, ON, MA, IL, FL
Qualify at: 62

Buyer persona

Titles

Owner / Managing PartnerVP MarketingHead of GrowthMarketing Manager

Pains

organic traffic flat or falling while a named competitor climbs
spend rising, attributable pipeline is not
no line of sight from ranking position to revenue

Triggers

hiring a marketing role
competitor increased spend or share of voice
site redesign or rebrand in the last two quarters
funding, acquisition or multi-location expansion