Industrial Customer Qualification

What it does

It takes a raw B2B industrial/export lead list or a single target account, gathers observable evidence from corporate sites, trade registries, sector news, and LinkedIn activity, and returns each account as a repeatable 0-100 Qualification Score + A/B/C/D tier + next action. The score is the weighted sum of three independent axes: Fit 35% (ICP firmographic match — NACE/sector, headcount/revenue scale, geography), Intent 35% (observable triggers — investment/expansion news, tenders, new facilities, hiring signals, RFQs) and Capacity 30% (economic-buyer access, financial soundness, and — for export — Incoterms + HS + market-access clarity). Output is produced both as machine-readable output.json and a visual output.html.

Core principle: no framework is a checkbox exercise. Every item is tied to observable evidence; where evidence is missing the axis score drops and the gap is written explicitly to gaps — fabrication is forbidden. An empty MEDDICC letter, HS ambiguity, or a wrong Incoterm is logged to findings as a warn.

When to use it

When a sales, export, foreign-trade, or logistics team has a cold pile of accounts from a trade show, CRM, or SERP and wants to decide "who do we call first" with a number rather than gut feel. It also fits qualifying a single large account before strategic account planning. In export scenarios it adds value when you also want to score the product's delivery/tariff feasibility into the target market.

Method / frameworks

• ICP Fit Scoring — firmographic match (NACE Rev.2, scale, geography); below threshold auto C/D tier.
• MEDDICC — Metrics, Economic buyer, Decision criteria/process, Identify pain, Champion, Competition; each letter an evidence field, empty ones go to gaps.
• BANT / CHAMP — the intent layer; observable triggers act as Timing/Need proxies.
• Fit × Intent × Capacity — the modern Revenue-Ops three-axis model; treats "good fit, no intent" differently from "high intent, poor fit".
• Incoterms 2020 (ICC) + HS/GTİP (WCO) — export delivery/risk-transfer and tariff classification fit.
• CAGE Distance Framework (Ghemawat) — export market-access distance scan.