Playbook · ICP tuning
Vertical ICP rubric defaults (10 templates)
10 starter ICP rubrics for the most common B2B verticals — Modern Data Stack, FinTech, DevTools, MarTech, HRTech, etc. Each with pre-weighted dimensions and the 3 signals that map best to that vertical's buying patterns.
01The play
Summary
10 starter ICP rubrics for the most common B2B verticals — Modern Data Stack, FinTech, DevTools, MarTech, HRTech, etc. Each with pre-weighted dimensions and the 3 signals that map best to that vertical's buying patterns.
02Expected outcome
Outcome: Starter rubrics get teams 80% of the way to a usable scorecard in 30 minutes instead of 90.
Success metric: Vertical-default rubric produces a top-20 list the sales team accepts without modification.
03Anti-patterns · do not run this when
- Do not adopt a vertical default without verifying it matches your closed-won
- Do not assume your vertical is the same as your competitors' — markets fragment
- Do not skip the customization pass — defaults are starting points
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater
Run this play on every account in your CRM.
Connect a CRM. Mama detects the trigger, scores the fit, and drafts the first message in the rhythm above. Free up to 100 accounts. No card.