Define · ICP rubric

B2B-data-SaaS-v3 edited 2 min ago by you

This rubric decides which accounts are yours. Every brief Mama writes gets scored against it. Tweak weights, add criteria, watch the preview re-rank on the right.

Total weight

100%

6 criteria · balanced

Employees · 200 – 5,000 Firmographic

Sweet spot for data tooling. Below 200 → undersized buyer. Above 5,000 → enterprise sales cycle, longer than we want.

25%

Weight

25%

If employees 200 – 5,000 → + full weight

If 100 – 199 or 5,001 – 8,000 → + half weight

Otherwise → − full weight

Tech stack contains data infra signals Tech

If they're paying for any modern data stack, they probably have someone who cares about analytics tooling.

22%

Weight

22%

If stack contains ≥ 1 of: Snowflake BigQuery Databricks dbt Fivetran Segment Amplitude Mixpanel + add tech

Match weight per tech detected: 8% (capped at full weight)

Recent funding event (B+) · last 6mo Funding

Cash on hand = budget for new vendors. Series B+ because earlier-stage companies usually buy on someone's discretionary card.

18%

Weight

18%

If round in last 90 days → + full weight

If round in 90 – 180 days → + 60% weight

Rounds counted: Series B Series C Series D+ Debt > $20M + add round

Hiring data or RevOps roles · last 30d Hiring

Posted roles indicate active investment in the function. Strong intent signal — they're literally hiring the buyer.

15%

Weight

15%

Role keywords: Data Engineer Analytics Engineer RevOps Head of Data VP Data + add keyword

Per role posted: +3% weight capped at full weight (5 roles)

Geography · US / EU / UK Geo

Anything else gets a hard negative — we don't sell APAC yet (no team there to support).

10%

Weight

10%

Match if HQ in: US UK EU Canada + add region

Otherwise → − full weight (hard miss)

Voice mentions complaints about scaling / latency Voice

From G2, Reddit, HN — last 90 days. "They're in pain" signal sourced from the listening hub.

10%

Weight

10%

Theme keywords: scaling query limits performance latency + add theme

If ≥ 3 negative mentions / 90d → + full weight

+ Add criterion ·

3 unsaved changes · last preview 2s ago · scores re-applied to 14,820 accounts

Live preview · 3 sample accounts

How real accounts in your database score under current rubric. Re-renders as you change weights.

Notion Labs

4,200 employees · Series C · NY

↑ 4 vs v2

Linear Orbit

320 employees · Series A · SF

↑ 2 vs v2

Mercury

480 employees · Series B · NYC

↓ 6 vs v2

Notion · score breakdown

How Mama got to 92.

Employees · 200–5,000 25% +25

Tech infra (3 matched) 22% +22

Funding · Series C, 2d 18% +18

Hiring · 12 data roles 15% +15

Geo · US 10% +10

Voice · scaling pain (4 mentions) 10% +10

Rubric versions

Switch active rubric or A/B test.

v3 B2B-data-SaaS-v3 · edited 2m ago Active

v2 B2B-data-SaaS-v2 · 14 days ago Archived

v1 B2B-data-SaaS-v1 · 45 days ago Archived

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