TL;DR: Three fields, each clickable: ICP (code + score), Persona (code + score), Stage. The click opens a breakdown drawer.
The three fields
Field | What it shows | Click action
**ICP** | ICP code + score 0–100 | Opens ICP breakdown drawer
**Persona** | Persona code + score 0–100 | Opens Persona breakdown drawer
**Stage** | Cool / Warm / In-market / Hot | Opens engagement-score breakdown
The Stage is engagement-driven, not ICP-driven. A lead can be Hot with a low ICP score (right person fired recent signals at the wrong company) or Cool with a high ICP score (right company, no recent signals).
The breakdown drawer
Click ICP or Persona → drawer slides in from the right. It shows each parameter as a row:
- Parameter name + mode (Filter / Score / Exclude)
- Value on this record
- Weight
- Contribution to score
The total contribution adds up to the normalized 0–100 score. Filter and Exclude parameters appear in the drawer too even though they don't contribute to score — useful for confirming gate-passing.
Re-qualifying this lead
The … overflow menu in the panel header → Re-qualify. Re-runs scoring against the current Live ICPs and Personas. Useful when:
- You just edited an ICP and want to confirm the impact on this lead
- The lead's enrichment changed (new tech-stack tools detected) and you want to refresh
- The lead landed in the wrong ICP and you suspect a parameter misconfiguration
Re-qualification is per-lead instant. For bulk re-qualification, use the Leads page bulk action.
What the score drives
The ICP and Persona scores feed three downstream things:
- Audience membership — most audiences require minimum scores
- Ranking — within an audience, score is the most common ranking field
- Enrichment priority — when the workspace runs out of enrichment credits, high-score records get enriched first
"Wrong ICP" troubleshooting
If a lead is in an ICP you didn't expect:
- Check the breakdown — did this lead match Filters for the unexpected ICP?
- Check competing ICPs — the lead lands in whichever Live ICP it scored highest in. If two ICPs have overlapping Filters, scoring decides.
- Tighten the unexpected ICP's Filters — make it more specific so leads outside the intended segment fail the Filter.
Copilot can help: > why is this lead in the ENT_FIN ICP and not Mid-market SaaS?. Copilot reads both ICP definitions and the lead's record, and explains.