2 min lesson
ICP & lead scoring
Use two rows in "ICP & lead scoring" to state the practical decision rules.
Step 1 of 2
A score that nobody acts on is a vanity number. Scoring earns its place only when a threshold sends a lead somewhere different - to a rep, to nurture or to the bin.
For Cursor the ICP can't be the usual firmographic checklist, because the best lead might be a two-person startup whose engineers are running the agent every day. Define the ideal customer profile across three input families, then weight them for a developer-led motion.
- Signal family
- Firmographic
- Examples
- Headcount, funding stage, industry, geo
- Why it matters here
- Sizes the account and fits it to a program (startup vs. enterprise)
- Signal family
- Technographic
- Examples
- Stack, repo hosts, languages, dev-tool spend
- Why it matters here
- A modern eng org is a far better fit than headcount alone implies
- Signal family
- Product usage
- Examples
- Active developers, agent runs, seats near a plan limit
- Why it matters here
- The truest intent signal for a PLG product - behavior over claims
| Signal family | Examples | Why it matters here |
|---|---|---|
| Firmographic | Headcount, funding stage, industry, geo | Sizes the account and fits it to a program (startup vs. enterprise) |
| Technographic | Stack, repo hosts, languages, dev-tool spend | A modern eng org is a far better fit than headcount alone implies |
| Product usage | Active developers, agent runs, seats near a plan limit | The truest intent signal for a PLG product - behavior over claims |
Weight usage heavily. A free workspace with 30 daily-active engineers outranks a 5,000-person firm with one dormant seat.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
For a developer-led PLG product, behavior outranks size - the ordering itself is the interview answer.