This worksheet produces a single composite ICP Score (1.0– 5.0) that flows back into the Opportunities database. The ICP Tier formula then bucket-sorts the deal automatically.

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Score the scope, not the org. A 10,000-person company with 80 seats in one engineering org is a Tier 1 deployment; the same company with three scattered free workspaces is a Tier 3 prospect. Always score the buying unit.

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The Dimensions

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Scoring rubric

Score each dimension 1–5. The composite score is Σ (score × weight).

1. Workspace Fragmentation Pain — 25%

Score Criteria
5 Actively running an RFP to consolidate ≥3 productivity tools. CFO-level cost mandate.
4 Heavy users of 2+ competing tools (e.g. Confluence + Asana). Vocal frustration internally.
3 One competing tool deeply embedded; growing pains but no active replacement effort.
2 Already mostly consolidated on one stack; switching cost feels high.
1 Custom-built internal tools or strong commitment to incumbent stack.

2. AI Readiness & Mandate — 20%

Score Criteria
5 CEO/COO has set explicit AI mandate. Already paying for ChatGPT Enterprise, Cursor, Claude, etc. Building agents internally.
4 AI initiatives owned by a Head of AI / AI Program Manager. Active rollout in progress.
3 Pockets of AI adoption; team-led, no top-down strategy.
2 Curious but cautious. Compliance / IT concerns dominant.
1 Explicitly restricted AI use (regulated industry, no progress).

3. PLG Footprint — 15%

Score Criteria
5 200+ active free/Plus seats discovered via PLG signals. Multiple workspaces. Organic groundswell.
4 50–200 seats, multiple teams, growing month over month.
3 10–50 seats, contained to one team.
2 A handful of seats, mostly inactive.
1 No existing footprint.

4. Team Archetype Fit — 15%

Score Criteria
5 AI-native company, modern fintech, design tool, dev infra, or modern SaaS — Notion's core customer profile.
4 High-growth media / consumer brand with strong product + eng culture.
3 Traditional SaaS or services company with mixed cross-functional teams.
2 Heavily regulated industry with rigid information architecture.
1 Hardware, government, or industries where Notion is structurally a poor fit.

5. Growth Stage & Trajectory — 15%

Score Criteria
5 Series C/D, 500–2,000 employees, recently funded, aggressive hiring. Tooling refresh window open.
4 Series B, 100–500 employees, ≥50% YoY headcount growth.
3 Profitable mid-market, 200–1,000 employees, stable growth.
2 Public, slow growth, entrenched IT.
1 Pre-seed/seed (too small) or 5,000+ legacy enterprise (too entrenched).

6. Champion Strength — 10%

Score Criteria
5 Chief of Staff, Head of RevOps, or Founder-level. Executive sponsor named. Budget identified.
4 Director-level with peer support across 2+ orgs.
3 IC-level enthusiast with limited reach.
2 Champion has only personal-use buy-in.
1 No identified champion.