---
title: "A weighted ICP matrix that turns into fields, tiers and per-rep target lists"
type: case-study
evidence_type: proof
category: "Territory, ICP & Market Modeling"
publisher: "LeanScale"
date_modified: 2026-08-08
word_count: 250
topics: ["gtm-strategy", "sales-compensation"]
canonical_url: https://knowledge.leanscale.team/customers/icp-scored-market-map-and-tam-reporting/
source: "LeanScale Knowledge Hub — https://knowledge.leanscale.team"
license: "Free to quote and cite with attribution to LeanScale."
---

# A weighted ICP matrix that turns into fields, tiers and per-rep target lists

**Evidence type:** proof (what happened)

A growth-stage AI company had no scored view of its market, so reps picked accounts on instinct. LeanScale built a weighted ICP matrix, the enrichment architecture feeding it, and the CRM fields and TAM reporting that make the score usable in territory planning.

## The challenge

There was no ICP-scored market map, so nothing pointed reps at the right accounts and territory planning had no objective input. Fit was discussed qualitatively in pipeline reviews and never written down anywhere the CRM could act on, which meant every prioritisation argument started from scratch.

## The approach

A weighted matrix instead of a fit debate
Drafted a weighted-vector ICP matrix producing tier 1 / 2 / 3 fit ratings, so fit becomes a computed score with visible weights that leadership can argue with and then agree on.

Enrichment architecture behind the score
Designed the account-table architecture in the enrichment platform that assembles and refreshes the firmographic inputs the score depends on — because a scoring model with no data pipeline behind it decays within a quarter.

Fields and reporting in the CRM
Built the market-map fields in Salesforce and stood up TAM reporting on top of them, so the score is queryable alongside pipeline rather than living in a spreadsheet.

Per-rep target lists for territory planning
Produced per-rep target-account lists off the tiered map so the model reaches the people who have to act on it.

## Outcomes

ICP v1 approved and built into both systems
The market-map ICP was approved and its fields built across the enrichment platform and the CRM with tier 1 / 2 / 3 fit ratings.

TAM reporting live, enrichment still in build
TAM reporting went live in the CRM; full account enrichment and the per-rep target lists were still in build at the end of the window.

## Quotes

> Market map looks like a great start.
>
> — Customer, GTM / sales leader

> This is definitely helpful for the higher-level picture.
>
> — Customer, GTM Operations


## Canonical

https://knowledge.leanscale.team/customers/icp-scored-market-map-and-tam-reporting/