The Simplest Way to Think About Niche Scoring for B2B SaaS

The simplest version that actually works in B2B.

The Setup

• Pick five candidate ICPs.
• Score each on six criteria, 1-10.
• Sum. Highest wins. Move to buyer interviews.

The Six Criteria

• Reachability (warm intros, niche channels)
• Pain frequency (weekly or quarterly?)
• Existing spend (already paying for what?)
• Decision speed (days, weeks, quarters?)
• Differentiation (visible to a buyer)
• Crowding (incumbents you have to displace)

Why It Works

Forces a buyer-side view. Catches the candidate that is technically interesting but unreachable.

Plain Summary

Five ICPs. Six criteria. Honest scores. Pick. Talk to buyers. Build.