What is the ICPPC Score?
The ICPPC score measures how many prospects match your campaign's ICP definition. It shows whether your target audience is large enough or too narrow based on the filters you selected.
You can find it at the bottom of your campaign's ICP definition section:
Go to Campaigns
Click on a campaign
Open ICP definition
Scroll to the bottom — the score is displayed there
What do the colors mean?
🟢 Green (Good): Your ICP is well balanced — there are plenty of prospects available. Your campaign has a healthy audience size and can run smoothly without running out of leads. You don't need to change anything. If you start getting too many unrelated results, gradually add exclusions instead of new filters.
🟠 Orange (Limited): The ICP is becoming too narrow. There are still prospects available, but your campaign may slow down over time. This often happens when you add too many filters. Try removing some filters or keeping them broad — for example, use general seniority levels (Manager, Director, Head) with a keyword like "Cloud" or "Sales" in Job Title.
🔴 Red (Low): Your ICP is too limited — very few prospects meet all your conditions. Your campaign will likely stop generating leads quickly. To fix this: remove unnecessary filters, expand industries or regions, and keep only the essentials. It's always better to start wide and exclude what doesn't fit.
Score Self-Adjusts Based on Your Decisions
Your ICP score doesn't stay static. After you approve 50 prospects in a campaign, the score learns from your qualification decisions and self-adjusts automatically.
How it works:
Spear calculates your qualification rule pass rate — the percentage of prospects you approve vs. deny. The ICP score then adjusts to reflect that real-world performance.
Example: Your qualification rule filters down to 100 prospects. You review them and approve 30. The pass rate is 30%. The ICP score adjusts downward to show that only 30% of filtered prospects actually match your preferences.
Why this matters: Instead of guessing whether your ICP definition is working, the score now tells you what's actually happening. As you approve more prospects, the score keeps learning. If your approval rate goes up, the score improves. If it drops, you'll see that too — a signal to adjust your filters.
When it starts: This adjustment kicks in after 50 approved prospects. Until then, the score reflects your filter settings only.
Tips & Best Practices
Always check your ICPPC score before launching a new campaign
Avoid over-filtering — fewer filters usually mean better campaign longevity
Avoid using Lookalikes at the beginning — they can reduce your search too much
Keep the ICP relevant but not too narrow — balance quality with scale
Once you hit 50 approvals, watch how the score adjusts. If it drops, review your qualification rules — they may be too strict