Full SOP document
ICP Qualification SOP
Score whether a company is worth sales time before Matt spends founder capacity.
Owner
Sales
Cadence
Every new account, application and referral.
Trigger
A company enters the pipeline from Dream 100, inbound, referral or partner source.
Output Count
4 operating outputs
Inputs
- Company name
- Industry
- Employee count
- Locations
- Buyer role
- Training process notes
- Budget signal
Procedure
- Confirm the company is in or near the validated Northern California service radius.
- Score workforce complexity: employees, shifts, locations, departments, field crews, seasonal hiring and turnover.
- Identify the likely economic buyer and the operating owner. Do not proceed with only a low-authority contact unless a path to leadership exists.
- Score the pain: missed renewals, scattered records, manager follow-up, new-hire delays, inconsistent providers, limited reporting.
- Assign budget band by expected annual operating burden: $5k-$10k, $10k-$25k, or $25k+ custom.
- Classify the next step as pursue, nurture, partner referral or no-fit.
QA Gates
- Buyer role identified
- Budget band assigned
- Operating pain documented
- No disqualification solely by budget
Metrics
- Qualified-account rate
- Meeting conversion
- Proposal conversion
- Average contract value
Failure Modes
- Chasing small one-off class buyers
- No decision-maker path
- Unclear service radius economics
Outputs
- ICP score
- Budget band
- Recommended ABM play
- Next action