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Every signal Avina surfaces is scored against your Ideal Customer Profile (ICP) so your team focuses on the accounts most likely to convert. Fit scoring runs automatically in the background. No manual configuration after initial setup.
ICP scoring is one half of how Avina decides which signals reach you. The other half is AI-powered signal-level qualification, handled by the Qualification Agent.

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What Is ICP Fit Scoring?

ICP fit scoring evaluates how closely an account matches the profile of your ideal customer. Avina considers firmographic attributes (industry, size, location, technology stack) alongside behavioral signals (engagement depth, content interest) to produce a composite fit score. Accounts that closely match your ICP are prioritized in your Signals Feed, automations, and outreach recommendations.

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Letter Grades

Every account receives a letter grade representing its overall ICP fit:
GradeMeaning
AStrong match. Closely fits your ICP across multiple dimensions. Prioritize these accounts.
BGood match. Fits most ICP criteria with minor gaps. Worth pursuing.
CPartial match. Some ICP alignment but notable mismatches. Evaluate case by case.
DWeak match. Does not strongly align with your ICP. Deprioritize unless there is exceptional signal activity.
FNo match. Falls outside your ICP. These accounts are still tracked but are excluded from notifications and outreach.

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Account Fit Score

In addition to letter grades, accounts receive a numeric Account Fit Score (0-100) that provides more granular ranking within a grade. This score is used in:
  • Signals Feed: higher-scoring accounts appear higher in your inbox.
  • Automation filters: create rules like “Account Fit Score > 70” to trigger actions only for well-matched accounts.
  • Signal prioritization: Avina uses fit scores to determine which signals to surface and which to suppress.

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Configuring Your ICP

Navigate to Settings > ICP & Personas to define and refine your ICP criteria at any time:
  • Target industries: which verticals your product serves.
  • Company size: employee count and/or revenue ranges.
  • Geography: target regions and countries.
  • Key personas: job titles and roles you typically sell to.
Your product context (what you sell, who you sell to, key differentiators) is managed separately under Settings > Product Info. Avina scans your website to pre-fill this and uses it to contextualize scoring, signal summaries, and AI-drafted outreach.
ICP & Personas configuration is available on the Growth plan and above.

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How Scoring Works

  1. Data collection: Avina aggregates firmographic data from your CRM, enrichment providers, and public sources.
  2. ICP comparison: each account’s attributes are compared against your configured ICP criteria.
  3. Score calculation: a weighted composite score is computed, factoring in how many criteria the account matches and how strongly.
  4. Grade assignment: the numeric score maps to a letter grade (A through F).
  5. Continuous updates: scores are recalculated as new data arrives (CRM updates, new signals, enrichment refreshes).

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How Fit Scores Are Used

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In the Signals Feed

Signals from A and B accounts appear prominently. Signals from F-graded accounts are captured for analytics but do not generate notifications.

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In Automations

Use fit scores as filters in your automation rules: 
IF signal = "Web Visit"
AND Account Fit Score > 70
THEN → Add to SDR sequence
Or filter by letter grade: 
IF signal = "New Hire"
AND ICP fit = A or B
THEN → Push to CRM

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In Signal Prioritization

Avina uses fit scores internally to rank which signals are worth surfacing. High-fit accounts with strong buying signals rise to the top; low-fit accounts with weak signals are suppressed.

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Tuning Your Scoring

If you notice too many irrelevant accounts appearing (or too few accounts qualifying), revisit your ICP settings:
  • Broaden criteria if your feed is too quiet: consider adding adjacent industries or expanding your company size range.
  • Narrow criteria if your feed is noisy: tighten geography, add minimum revenue thresholds, or exclude specific verticals.
  • Review grade distribution: if most accounts are landing in C/D territory, your ICP may be too narrow for your current market.

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Best Practices

  1. Set your ICP early: scoring works best when your ICP is defined before you activate signals.
  2. Use automations with fit filters: don’t blast sequences at every signal; gate outreach behind A/B fit scores.
  3. Revisit quarterly: your ICP should evolve as your product and market mature.
  4. Combine with signal strength: the best outreach targets are accounts with both high fit scores and strong recent signal activity.