Ballet’s Account List Research & ICP Scoring template helps you identify prospective accounts, research company information, and score each account against your ideal customer profile (ICP).
Start with your company URL, customize your scoring criteria, and generate a prioritized account list with fit scores, tiers, and supporting research.
When your ICP changes, update the criteria and re-score your accounts without starting from scratch.
The problem: Account research is time-consuming, and prioritization isn’t always consistent.
RevOps teams need to help Sales and Marketing focus on companies that match their ideal customer profile.
But building a qualified account list often involves researching companies individually, gathering information from multiple sources, and comparing each prospect against a set of targeting criteria.
As the list grows, inconsistencies emerge. Some accounts have complete profiles, others are missing important details, and scoring decisions can vary depending on who evaluates them.
Changes to your go-to-market strategy create another challenge. When you expand into new markets, adjust your target company size, or refine your ICP, existing account rankings may no longer reflect your priorities.
Without a repeatable process, maintaining a prioritized account list becomes an ongoing manual effort.
The play: Research, score, and prioritize accounts using one template.
Start with Ballet’s Account List Research & ICP Scoring template and customize it for your business.
Provide your company URL, define what makes an account a good fit, and configure the criteria used to evaluate prospective companies.
The template brings together account discovery, company research, and ICP scoring in a repeatable workflow.
Each account receives a fit score and priority tier based on your weighted criteria, along with supporting information that explains its ranking.
As your targeting strategy evolves, you can update the scoring rules and run the template again to see which accounts move up or down in priority.
Customize the template with this prompt
Use the following instructions to tailor the template to your ICP and account prioritization requirements.
Use the Account List Research & ICP Scoring template to generate, research, score, and tier target accounts based on our ideal customer profile.
Company profile and account discovery
Start with our company website: [company URL].
Review the website to understand our products, services, target customers, and primary use cases.
Use this information to inform account discovery, while treating the ICP criteria I provide as the rules for scoring.
Identify [number] prospective companies using [approved research sources].
Account research
For each company, collect the following information where available:
- Company name and website
- Industry
- Employee count or company size
- Headquarters or primary operating region
- Business description
- Relevant products, services, or use cases
- Additional ICP attributes: [criteria]
Include supporting source links for research findings. Flag missing or conflicting information rather than making unsupported assumptions.
Identify and remove duplicate companies using normalized website domains and other approved matching rules.
ICP scoring and tiering
Score each account against these weighted criteria:
- Industry fit: [criteria and weight]
- Company size fit: [criteria and weight]
- Geographic fit: [criteria and weight]
- Business or use-case fit: [criteria and weight]
- Additional requirements: [criteria and weight]
Make sure the weights total 100%.
Calculate an ICP fit score from 0 to 100 using the same scoring rules for every account.
Define how missing information affects the score, and flag accounts requiring additional research.
Assign priority tiers using these thresholds:
- Tier 1: [score range]
- Tier 2: [score range]
- Tier 3: [score range]
Include a brief explanation of the factors contributing to each score.
Prioritized account list
Generate a table containing:
- Company name and website
- Researched company attributes
- ICP fit score
- Priority tier
- Scoring rationale
- Supporting research sources
- Missing information or review flags
Sort accounts by ICP score, highest to lowest.
Make the results available in [configured spreadsheet, database, or other supported destination].
ICP updates and re-scoring
Allow me to update ICP criteria, scoring weights, and tier thresholds without rebuilding the workflow.
When the rubric changes, apply the updated rules across the generated account list.
If new criteria require additional company information, retrieve it from approved sources where available and flag unresolved gaps.
Preserve the previous scores and tiers so I can compare results and identify accounts that moved up or down in priority.
Show me the research sources, scoring rules, tier thresholds, and output format before running the template.
How the workflow runs
01. Select the template and define your ICP
Open the Account List Research & ICP Scoring template in Ballet.
Provide your company URL and define the characteristics of your ideal customer.
The template uses your website as context for understanding your business, products, and target market. Your ICP criteria determine how prospective accounts are evaluated.
These might include industry, employee count, geography, business model, or specific use cases.
For example, a B2B software company might target North American technology businesses with 200–2,000 employees.
02. Generate and research prospective accounts
The template uses configured research sources to identify companies that may match your target profile.
For each company, the workflow gathers available information needed for scoring, such as industry, size, location, and relevant business characteristics.
Research findings are organized into a consistent format, with supporting sources where available. Missing or conflicting information is flagged for review.
03. Score accounts against one consistent rubric
The template applies your weighted ICP criteria across the account list.
For example, your scoring model could look like this:
| ICP criterion | Weight |
|---|---|
| Industry fit | 30% |
| Company size | 25% |
| Geographic fit | 15% |
| Business or use-case fit | 30% |
| Total | 100% |
Each account receives a score from 0 to 100 based on how closely it matches your requirements.
The workflow also records the factors contributing to each score, making it easier to understand and compare account rankings.
04. Assign priority tiers
Based on the scoring results, accounts are grouped into tiers using your defined thresholds.
For example:
| Tier | ICP score | Priority |
|---|---|---|
| Tier 1 | 80–100 | Highest fit |
| Tier 2 | 60–79 | Good fit |
| Tier 3 | 0–59 | Lower fit |
These tiers help your team distinguish high-fit accounts from companies that may be better suited for broader campaigns or future consideration.
You can adjust the thresholds to match your targeting strategy.
05. Generate a prioritized account list
The template brings together each company’s research, ICP score, tier, and scoring rationale in a structured table.
Your team can review the results, investigate flagged accounts, and prioritize outreach based on account fit.
The list can be sorted by score and sent to a configured output destination, such as a supported spreadsheet or database.
06. Re-score accounts when your ICP changes
Your ideal customer profile may evolve as your company enters new markets, introduces new products, or shifts its go-to-market strategy.
For example, moving upmarket might mean increasing the importance of company size. Expanding into a new industry could introduce additional qualification criteria.
Update the scoring rules in the template and run the workflow again.
The updated rubric is applied across your generated account list, with additional research gathered where needed and available.
By comparing previous and updated scores, your team can identify accounts that have become more or less relevant to its current priorities.
What your team gets
For Revenue Operations
A repeatable approach to account research, scoring, and prioritization that adapts as ICP definitions change.
For Sales
A ranked list of prospective accounts with supporting research, helping reps focus outreach on companies that best match the target customer profile.
For Marketing
Consistent account tiers that support audience segmentation, campaign targeting, and account-based marketing programs.
For Sales Leadership
Visibility into account prioritization and how changes to the ICP affect the target account list.
Customize the template for your team.
Start with the ICP attributes that matter most to your business, such as industry, company size, geography, and use-case fit.
Test the template on a smaller set of generated accounts and review whether the highest-scoring companies reflect your target market. Adjust the criteria and weights before expanding to larger lists.
Once your scoring model is established, use the template to discover additional accounts and revisit previously scored companies as your go-to-market priorities evolve.
