Niche Scoring for B2B SaaS vs the Messy Alternative

What does the alternative actually look like?

The Messy Alternative

• Founder picks an ICP based on the last good demo.
• Sales chases inbound, vertical drift goes unmanaged.
• Marketing copy is generic because the team disagrees on who the buyer is.
• Quarterly off-site re-debates the ICP. No decision sticks.

The Scoring Approach

• Five candidates explicit on a sheet.
• Six criteria, scored.
• Top pick gets ten interviews this week.
• Decision recorded with a date. Re-scored quarterly.

What Differs

Speed. The messy version takes two quarters to land where scoring lands in two weeks. The scoring version still misses sometimes — but you find out faster.

What Stays the Same

Customer interviews still tell the truth. Scoring just gets you to the right people to interview faster.