What I Would Fix First About Niche Scoring for B2B SaaS

Three changes that disproportionately improve a B2B scoring session.

Fix 1: Add a Decision Speed Score

Most B2B scoring forgets this. Two niches can score 50/60 on everything else, but if one has 30-day cycles and the other has 120, that is the deciding number.

Fix 2: Replace TAM With Reachability This Quarter

Total addressable market is a vanity score. Replace it with: how many qualified meetings can we book in 30 days through warm channels?

Fix 3: Run It With Your Top Sales Person

Founders score by interest. Sales scores by who actually buys. Their numbers are the calibration you need.

What Stays the Same

The format. Five candidates, six criteria, sum, pick. Do not over-engineer the spreadsheet.