Ideal Customer Fit Scorecard

Section 1: Problem Clarity (0-20 points)

1.1 Can they name the specific problem they're solving?

0 = "I want to explore AI" / no specific answer 1 = General operational frustration 3 = Names a category of problem 5 = Names a specific, measurable problem

Score:

1.2 Can they quantify the cost of NOT solving it?

0 = No answer 1 = Vague: "It costs us time" 3 = Approximate range 5 = Specific dollar amount

Score:

1.3 Have they tried to solve this before?

0 = First time thinking about it 1 = Looked at a competitor 3 = Tried a tool/process, wasn't sufficient 5 = Has a current workaround with a specific gap

Score:

1.4 Do they have a workflow to plug this into?

0 = "I'd need to figure out how to use it" 1 = Vague idea of where it fits 3 = Has a use case, needs configuration 5 = Can name the specific process step

Score:

Section 1 total: 0 / 20

Section 2: Urgency & Commitment (0-20 points)

2.1 What happens if they don't solve this in 90 days?

Score: (0=nothing, 5=specific consequence)

2.2 Who else is involved in the decision?

Score: (0=multiple stakeholders none on board, 5=this person is the decider)

2.3 How did they find this product?

Score: (0=viral/roundup, 5=referral that named their problem)

2.4 Expected usage pattern in first 30 days?

Score: (0="when I have time", 5=specific person/use case this week)

Section 2 total: 0 / 20

Section 3: Customer-Product Fit (0-10 points)

3.1 ICP match

Score: (0=doesn't match, 5=strong ICP fit)

3.2 Can they articulate a 30-day success metric?

Score: (0="I'll know it when I see it", 5=specific measurable metric)

Section 3 total: 0 / 10

Total Score

0 / 50

Enter scores above

Interpretation

Score	Profile	Recommended Action
40-50	Strong buyer	White-glove onboarding. Book setup call. Named point of contact.
28-39	Qualified with gaps	White-glove call focused on sharpening their success metric.
18-27	Uncertain fit	One activation nudge. If no use case after one call, self-serve only.
0-17	Tourist signal	Self-serve only. No heavy onboarding investment.

3 Tourist Red Flags

"I want to see what AI can do for my business" = curiosity signal, not problem signal

"I'll have my [person] set it up at some point" = low urgency + no ownership

"We're evaluating a few tools right now" = price-shopping, not problem-solving

None of these automatically means tourist. But they mean you should ask harder questions about problem clarity before investing.