View a contact's ICP fit breakdown

Updated May 2026

You'll learn how to: Find out why a specific contact has the ICP score they have, broken down signal by signal.

Time: 1 minute.

Prereqs: You have at least one ICP configured in Go To Market (see Configure an ICP). The contact has been scored (typically auto-happens after enrichment or on contact create).

Steps

Open the contact's profile from the Contacts table.
Find the ICP score badge. It usually sits near the top of the profile with the score as a number (e.g. 78) and a colour-coded badge (red / amber / green).
Click the badge.
A breakdown panel opens showing:
- Score against each priority ICP (typically ICP #1, ICP #2).
- Signals matched for each ICP (e.g. "Industry: SaaS = match", "Headcount: 50-200 = match", "Title contains 'Head of' = match").
- Signals missing (e.g. "Funding stage: unknown", "Location: not in target region").
- AI-derived signals (if your plan supports it, e.g. "Recent posts about scaling = match").
- Overall reasoning in plain English.
Close the panel by clicking outside or the X.

What the score means

80-100 (green): high-fit. Treat as a priority contact for outbound or rhythm engagement.
50-79 (amber): moderate fit. Worth nurturing but not first-priority.
0-49 (red): low fit. Either not your ICP or missing too many signals to evaluate. Don't waste outbound budget here unless there's a specific reason.

The exact thresholds may vary by workspace. The colour bands are configurable in Go To Market settings.

Improve a low score

If a contact looks like a good fit but the score is low, the breakdown usually tells you why. Common reasons and fixes:

Missing company data (industry, headcount, funding): run enrichment on their company. See Enrich a single contact.
Title doesn't match any of your ICP title patterns: edit the contact's title field to match what they actually do, or add their actual title to the ICP's title-pattern list.
Domain not resolved: their email domain might not have been linked to a company. Set the Company field on the contact.
ICP itself is too narrow: re-tune the ICP in Go To Market with looser criteria.

Re-score on demand

If you've updated the contact's data or the ICP definition, you can re-score:

Click the Re-score action in the breakdown panel.
Or run Enrich on the contact (re-running enrichment also recalculates the ICP score).

Most workspaces also re-score automatically on a daily background job.

Bulk re-score

To re-score many contacts at once after changing an ICP:

Open the Contacts table.
Tick the rows.
Bulk toolbar > More > Score ICP.

If something goes wrong

Symptom: "ICP badge isn't on the profile." → Fix: Either you have no ICPs configured (set one up in Go To Market) or the contact hasn't been scored yet. Click Score ICP if the action is available.
Symptom: "Breakdown shows 'No ICP configured'." → Fix: Set up at least one priority ICP. See Configure an ICP.
Symptom: "Score updates after enrichment but the breakdown doesn't refresh." → Fix: Close and reopen the breakdown panel.
Symptom: "I disagree with the score." → Fix: Either tune the ICP (loosen / tighten criteria), or accept that the score is a heuristic and use your judgment. The score is advisory, not gospel.