ChannelScaler ICP Analyzer

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Quick Analyze — Enter a company website to get an instant ICP fit score with evidence-backed signals. Use Multi mode to analyze up to 10 companies at once. Toggle Force refresh to bypass cached results.

Analyze Companies

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Batch Processing — Upload a CSV file or import Accounts from Salesforce to analyze companies in bulk. CSV files should include company and website columns. Salesforce imports let you filter by name, industry, revenue, and employee count.

Upload CSV

CSV should have columns: company, website (optional: annual_revenue, industry, number_of_partners)

Drag & drop a CSV file, or

Import from Salesforce

Connect your Salesforce org to import Accounts.

Connected

Account Name Search

Industry

Min Annual Revenue

Account Owner

All Owners ▼

Customer Success Manager

All CSMs ▼

Type

Customer Prospect Churned

Target Account Tier

Tier 1 Tier 2 Tier 3

Billing State

ICP Score

Last Analyzed

Limit

Has Website only

+ Advanced SOQL

Imported Accounts

	Company	Website	Industry	Revenue

0 selected

	Company	ICP Fit	SFDC Tier	Tier Conf.	Signals	Status

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Portfolio Insights — A bird's-eye view of all analyzed accounts. See tier distribution, top-scoring companies, competitor landscape, and signal coverage rates. Use the date filter to focus on a specific time range.

Total Enrichments

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— batch · — single

Unique Accounts

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distinct companies

Cost Per Enrichment

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avg. across — batches

Estimated Total Spend

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tracked: —

Total Tokens

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— in / — out

Top Accounts by ICP Score

Company	ICP Fit	SFDC Tier	Score	Signals

Competitor Landscape

Most frequently detected competitors across all analyzed accounts.

Amplemarket Actions

Search, filter, and push channel contacts to Amplemarket lead lists or sequences.

Search Company

ICP Fit

Min Signal Score

Has Channel People

Matching Accounts

	Company	ICP Fit	Score	Contacts	Industry

0 selected · 0 contacts

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Signal Coverage

How often each signal is found across all analyzed accounts.

ICP Evidence Analyzer — FAQ

Everything your GTM team needs to know about how the tool works, what the signals mean, and how to act on the results.

Overview & Features 14 Signals Scoring Model Salesforce Fields Role-Specific Q&A Quick Reference

What is the ICP Evidence Analyzer?

The ICP Evidence Analyzer is ChannelScaler's proprietary tool that automatically evaluates whether a company runs a structured channel partner program. It scans the public web for 14 specific evidence signals — things like partner program guides, deal registration pages, MDF programs, and tiering structures — then scores the company as a Strong Fit, Likely Fit, Moderate Fit, Emerging, or No Fit.

This replaces hours of manual research per account. Instead of an AE spending 30-60 minutes Googling a prospect's partner program, the tool delivers a scored, evidence-backed assessment in under a minute.

How to Use It

Single Lookup

Enter a company website and click Analyze. Results appear in ~30-60 seconds with the ICP fit score, all 14 signals, and evidence URLs. Push results to Salesforce with one click.

Multi Lookup

Switch to Multi mode on the Single Lookup tab. Paste up to 10 websites (one per line) and analyze them all at once. Results are shown side-by-side.

CSV Batch

Upload a CSV file on the Batch tab with columns for company and website. The tool processes them in the background via a queue. Download results as CSV when done.

Salesforce Import

Connect Salesforce and use the built-in filters (Owner, CSM, Industry, Tier, ICP Score, Last Analyzed) to pull accounts. Preview and select which ones to analyze before running.

Push to Salesforce

After analysis, push results to SF individually or in bulk. The tool searches for matching Accounts by website/name. Evidence URLs, YN fields, ICP Score, and Last Analyzed timestamp are all written.

Re-analyze

Re-run any completed batch with fresh data (cache busted). Use the "Re-analyze All" button on batch results to get updated scores as companies evolve their channel programs.

Insights Dashboard

The Insights tab shows ICP tier distribution, top accounts by score, competitor landscape across your analyzed accounts, and signal coverage heatmap showing which signals are found most/least often.

CSV Export

Download batch results as CSV with company, ICP fit, signal score, signals found, all 14 evidence URLs, competitors detected, strategic alliances, and tier reason. Ready for leadership reporting.

Salesforce Import Filters

When importing from Salesforce, you can narrow your account list using these filters. All filters combine with AND logic. Use Advanced SOQL for custom queries.

Account Name Search

Search by company name using LIKE matching.

Account Owner

Searchable dropdown, multi-select. Filters by OwnerId.

Customer Success Manager

Searchable dropdown, multi-select. Filters by CSM_Owner__c.

Industry / Revenue / Type / Tier

Standard picklist and checkbox filters for common Account fields.

Billing State

Comma-separated state codes (e.g. CA, NY, TX).

ICP Score

Filter by score range: Not Yet Scored, Below 20/40/60, Above 40/60/80.

Last Analyzed

Filter by Last_ChatGPT_Run__c: Never Analyzed, Not in Last 7/30/90 Days.

Advanced SOQL

Raw WHERE clause override for power users. Overrides all dropdown filters when filled in.

The 14 Evidence Signals

The analyzer looks for 14 specific signals that indicate a company runs a structured channel partner program. These are grouped into four categories.

FOUNDATION Highest weight — confirms a structured program exists

Partner Program Guide

A published guide or overview that explains the company's partner program structure, benefits, requirements, and tiers.

Example: cisco.com/partners/program-guide

Partner Portal / PRM

A dedicated portal or PRM (Partner Relationship Management) system where partners log in to access resources, register deals, and manage their relationship.

Example: partners.microsoft.com

MECHANICS Operational program structure

Deal Registration

A formal process for partners to register sales opportunities to receive deal protection and priority.

Tiering / Levels

A tier or level system (e.g., Gold/Silver/Bronze, Premier/Select) that differentiates partner benefits based on performance or certification.

INVESTMENT Financial and enablement commitment

MDF Program

Market Development Funds — co-marketing budgets the vendor allocates to partners for demand generation activities.

Rebates & Incentives

Financial incentive programs like volume rebates, SPIFs, or performance bonuses for partners.

Training & Enablement

Structured training programs, certifications, or enablement resources for partners (e.g., learning portals, partner university).

Partner Onboarding

A defined onboarding process for new partners — application forms, welcome kits, onboarding portals, or partner signup pages.

ADDITIONAL Supplementary signals — not required but strengthen the picture

Channel Leadership

Dedicated channel chief, VP of Partnerships, or Channel team leadership roles. Searched via public Google/LinkedIn/ZoomInfo lookups for named executives.

CRN Recognition

Mentions in CRN (Computer Reseller News) Channel Chiefs, Partner Program Guide, or annual lists.

Joint Business Planning

Evidence of structured joint business planning with partners (QBRs, planning templates, joint GTM).

Partner Awards / Marketplaces

Partner award programs, partner of the year, or marketplace listings for partner integrations.

Partner Locator

A public-facing partner directory or "Find a Partner" tool on the company's website.

Tier 2 Distribution

Evidence of working with distributors (e.g., Ingram Micro, TD SYNNEX, Arrow) for two-tier channel distribution.

How Scoring Works

The ICP fit score is determined by which categories of signals are present, not just how many total signals are found. Foundation signals carry the most weight.

Fit Level	Rule	What It Means
Strong Fit	Foundation + Mechanics + Investment all present	Full-scale structured program. Prioritize for outreach.
Likely Fit	Foundation + one of (Mechanics OR Investment)	Strong program indicators. High-confidence prospect.
Moderate Fit	Foundation alone, OR Mechanics + Investment (no Foundation)	Some program structure in place. Worth investigating.
Emerging	At least 1 signal found but doesn't meet above thresholds	Early-stage indicators. Nurture or revisit later.
No Fit	Zero signals found	No evidence of a channel program. Deprioritize.

Tier Confidence %

The Tier Confidence percentage is calculated as: (signals found / 14 total signals) × 100. For example, if 8 of 14 signals are found, the confidence is 57%. This gives a granular view of how much evidence was discovered, independent of the category-based fit level.

ICP Score (0–100)

The numeric ICP Score combines weighted signal scoring (0–90 max) with firmographic scoring (0–20 max). The theoretical maximum is 110, but the final score is capped at 100 using MIN(signal + firmographic, 100). This intentional overlap means strong signal scores AND strong firmographics both contribute meaningfully — a company doesn't need a perfect 90 on signals to reach 100 if their firmographics are solid.

Category	Signals	Pts Each	Max
Foundation	Partner Program Guide, Partner Portal/PRM	10	20
Mechanics	Deal Registration, Tiering	8	16
Investment	MDF, Rebates, Training, Onboarding	6	24
Additional	CRN, Locator, Leadership, Tier2 Dist, JBP, Awards	5	30
Signal Total			90
+ Firmographic Score (Revenue + Channel Contacts)			20
ICP Score = MIN(Signal + Firmographic, 100)			100

Salesforce Fields

When the analyzer runs from Salesforce (or via the "Push to Salesforce" feature), these fields are updated on the Account record.

ICP Fit Fields

ICP_Fit__c — Yes or No (binary)
ICP_Fit_Score__c — Weighted signal score (0-90)
ICP_Tier_Confidence__c — 0-100 percentage
ICP_Tier_Reason__c — Human-readable explanation
Last_ChatGPT_Run__c — Timestamp of last analysis

Per-Signal Fields

Each signal has two fields on the Account:
[Signal]_Evidence__c — Evidence URL
[Signal]_YN__c — "Yes" or "Unclear"

Signal	Evidence URL Field	YN Field
Channel Leadership	`Channel_Leadership_Evidence__c`	`Channel_Leadership_YN__c`
CRN Recognition	`CRN_Recognition_Evidence__c`	`CRN_Recognition_YN__c`
Deal Registration	`Deal_Registration_Evidence__c`	`Deal_Registration_YN__c`
Joint Business Planning	`Joint_Business_Planning_Evidence__c`	`Joint_Business_Planning_YN__c`
MDF Program	`MDF_Program_Evidence__c`	`MDF_Program_YN__c`
Partner Awards / Marketplaces	`Partner_Awards_Marketplaces_Evidence__c`	`Partner_Awards_Or_Marketplaces_YN__c`
Partner Locator	`Partner_Locator_Evidence__c`	`Partner_Locator_YN__c`
Partner Onboarding	`Partner_Onboarding_Evidence__c`	`Onboarding_YN__c`
Partner Portal / PRM	`Partner_Portal_PRM_Evidence_URL__c`	`Partner_Portal_PRM_YN__c`
Partner Program Guide	`Partner_Program_Guide_Evidence__c`	`Partner_Program_Formal_Guide_YN__c`
Rebates & Incentives	`Rebates_Incentives_Evidence__c`	`Rebate_Incentives_YN__c`
Tier 2 Distribution	`Tier2_Distribution_Evidence__c`	`Tier2_Distribution_YN__c`
Tiering / Levels	`Tiering_Evidence__c`	`Tiering_YN__c`
Training & Enablement	`Training_Enablement_Evidence__c`	`Training_Enablement_YN__c`

Role-Specific Q&A

Account Executives (AEs)

How should I use the ICP score in my prospecting?
Use it to prioritize your outreach. Strong Fit and Likely Fit accounts should be at the top of your list — they already have a structured channel program and are most likely to need ChannelScaler. Emerging accounts are worth nurturing but aren't ready to close today.

What if a prospect is "No Fit" but I think they have a partner program?
The tool only finds evidence on the public web. If the company has an unpublished or invitation-only partner program, it may not surface. Use the evidence URLs to validate, and if you know the program exists, flag it to the team — we can tune the model.

Can I run this on any company?
Yes. Just enter the website on the Single Lookup tab. It works for any company — the tool will tell you what it found (or didn't find).

Customer Success Managers (CSMs)

How does this help with retention and expansion?
When you run the analyzer on a customer's target accounts, you can proactively show them which prospects have channel programs — and help them prioritize. This makes ChannelScaler more valuable and sticky.

Can I run batch analyses for a customer?
Yes. Upload a CSV of their target accounts on the Batch tab. You'll get a scored list back, which you can share in a QBR or account review.

Marketing

How can I use ICP data for campaigns?
Run batch analyses against your target account lists. Use the ICP fit score to segment: Strong/Likely Fit accounts get direct outreach campaigns, Moderate/Emerging get nurture sequences. This ensures you're spending budget on accounts most likely to convert.

What signals should I reference in messaging?
The specific signals found (Deal Registration, MDF, Tiering, etc.) tell you what parts of the channel program the prospect is investing in. Tailor your messaging to the challenges they're likely facing based on those signals.

Sales & Revenue Leadership

How does this improve pipeline quality?
By scoring every account against 14 evidence-based signals before the AE even reaches out, you're filtering for companies that actually have partner programs. This means higher conversion rates and shorter sales cycles because you're only pursuing accounts that have the infrastructure to benefit from ChannelScaler.

Can I see this data in Salesforce reports?
Yes. Every ICP field (fit, confidence, individual signal YN fields) is written to the Account object. You can build reports, dashboards, and list views filtering by ICP_Fit__c, ICP_Tier_Confidence__c, or any individual signal.

Partnerships Leader

How does this help partner recruitment?
The analyzer tells you exactly which channel program components a company has in place. If they have Deal Registration and Tiering but no MDF, that's a specific conversation opener — they're investing in structure but not yet in partner co-marketing.

Can I use this for competitive intelligence?
The Tier Reason text and evidence URLs give you a detailed map of how a company structures its partner program. This is valuable for understanding the competitive landscape and positioning ChannelScaler's value.

Executive Leadership (CEO / CFO)

What's the ROI of this tool?
Each manual company assessment takes an AE 30-60 minutes. The analyzer does it in under a minute with evidence URLs. At scale, this saves hundreds of hours per quarter and lets the team focus on selling, not researching.

How confident can we be in the results?
Every "Yes" signal includes a verified evidence URL — a real web page that was found, validated, and confirmed to match the signal. The Tier Confidence percentage tells you how many of the 14 possible signals were found. It's transparent and auditable.

Quick Reference Card

Scoring Formula

Foundation = Partner Program Guide OR Partner Portal/PRM
Mechanics = Deal Registration OR Tiering
Investment = MDF OR Rebates OR Training OR Onboarding

Strong Fit: Foundation + Mechanics + Investment
Likely Fit: Foundation + (Mechanics OR Investment)
Moderate Fit: Foundation alone, OR Mechanics + Investment
Emerging: Any signal but doesn't meet above
No Fit: Zero signals

Key SF Fields

ICP_Fit__c — Yes / No
ICP_Tier_Confidence__c — 0-100%
ICP_Tier_Reason__c — Full explanation
Last_ChatGPT_Run__c — Timestamp

How to Trigger from SF

1. Open any Account record
2. Click the "Run ICP Analysis" button
3. The Apex Queueable fires, calls the analyzer
4. Results write back to the Account in ~60s
5. Check the History tab here for a log

Scoring Model Tuning

Adjust signal weights and preview how changes affect ICP fit distribution before committing. Re-score existing results without re-running the AI.

Signal Weights

Points awarded when evidence is found for each signal. Higher weight = more impact on signal score.

Foundation (structural proof)

Mechanics (operational maturity)

Investment (partner commitment)

Additional (supporting signals)

Max possible: 90 pts

Preview Impact

See how your weight changes would shift ICP fit distribution before applying.

Apply Changes

How It Works

Signal Weights determine how many points each evidence signal contributes to the total signal score (0-90 range by default).

ICP Fit Tiers are determined by category rules: Foundation + Mechanics + Investment = Strong Fit, Foundation + one other = Likely Fit, etc.

Preview shows how your changes would redistribute accounts across tiers without modifying any data.

Re-Score recalculates ICP fit for all completed results using the saved config. It does NOT re-run AI evidence resolution — only the scoring math changes. Use "Push to Salesforce" to sync updated scores to SFDC.