The Mistakes Teams Keep Making with Niche Scoring for B2B SaaS

Five mistakes that show up across most B2B scoring sessions.

Mistake 1: Scoring at the Industry Level

"SaaS" or "healthcare" is not an ICP. Score at the role plus segment level: VP of RevOps at 50-200 person SaaS.

Mistake 2: Confusing TAM With Reachability

Big TAM does not mean you can reach them this quarter. Score by warm channels available now.

Mistake 3: No Decision Speed Score

Two niches can score equal on pain and spend. The one with 90-day cycles will starve you. Score decision speed explicitly.

Mistake 4: Founder Halo on Builder-Fit

The founder used to work in fintech, so fintech wins builder-fit. That is interest, not access. Score by current network.

Mistake 5: Stopping at the Score

Score is the start, not the answer. Ten interviews validate or kill the top pick.