Niche Scoring for B2B SaaS Checklist for Busy Operators

Print this. Run it next Tuesday morning. Done before lunch.

Pre-Work (5 min)

• List five candidate ICPs at role-plus-segment specificity.
• Open one tab, six columns: Reachability, Pain Frequency, Spend, Speed, Differentiation, Crowding.
• Block 15 minutes on calendar. Phone face down.

Score (10 min)

• 1-10 each, every cell. Honest scores, not aspirational.
• Sum each row. Sort descending.
• Top score wins. Do not weight. Do not negotiate.

Outside Review (5 min)

• Send to one outside person. Get their scores.
• Look at deltas larger than 3. Those are your blind spots.
• Re-score those rows. Done.

Next Step

• Book ten interviews with the winning ICP this week.
• If pain and spend show up, build. If not, drop to second pick.