How to build a fit score
Fit score answers "is this the right kind of account?" - a question about the company, not its behavior.
It pairs with an engagement score: fit says whether an account is worth pursuing, engagement says whether now is the time.
Short answer
Build a fit score by defining your ideal customer profile, choosing the firmographic and technographic attributes that predict a good customer, weighting each by importance, enriching records so the attributes are present, and combining them into a single score. The fit score tells you how well an account matches your ICP, separate from how engaged it is.
Step by step
Define the ICP attributes
List the firmographic and technographic traits that mark a good-fit account: industry, size, revenue, region, stack.
Weight each attribute
Assign weights by how strongly each trait predicts a good customer, so the score reflects what actually matters.
Enrich so the data is present
Fill the scoring attributes through enrichment, because a fit score cannot be computed on missing firmographics.
Combine into one score
Roll the weighted attributes into a single fit score or grade you can route and prioritize on.
Keep fit and engagement separate
Fit and engagement measure different things and mixing them hides signal. A great-fit account with no engagement needs nurturing; a poor-fit account that is very active is often a bad use of time. Score them separately, then combine for prioritization.
How Ardovo helps
Ardovo computes fit scores from enriched firmographic data against your ICP, kept separate from engagement. Rook enriches the underlying attributes automatically, so fit scores are always based on complete data rather than the gaps a manual model would inherit.
Frequently asked questions
What is the difference between a fit score and a lead score?
Fit score measures how well an account matches your ideal profile, based on firmographics. Lead score often blends fit and engagement into one number. Keeping fit separate from engagement gives clearer signal about which accounts to pursue versus when to act.
What data does a fit score need?
Firmographic and technographic attributes: industry, company size, revenue, region, and technology stack. These must be present on the record, which is why enrichment is a prerequisite - you cannot score fit on missing company data.
Why separate fit from engagement?
Because they answer different questions. Fit tells you if an account is worth pursuing at all; engagement tells you whether the timing is right. Blending them hides a great-fit account that is quiet and flatters a poor-fit account that happens to be active.