Each EXP-001 discovery call scored on two axes — ICP fit and urgency — out of 20. The four Pilot Now prospects below are the focus of EXP-002 scoping. The remaining nine calls are kept for the full record but are not in active pursuit.
ICP Fit (10 pts). Five dimensions from ICP v1.3, each scored 0–2: firm type, team size, core pain, buyer, growth posture. A 0 on team size (solo or >50) drops the prospect by itself.
Urgency (10 pts). Five dimensions, each scored 0–2: pain currency (live vs hypothetical), cost quantified (hours/dollars/lost deals), failed past attempts, trigger event forcing action, action commitment on the call.
Verdict bands. 16–20 Pilot Now · 11–15 Warm · 6–10 Insight Only · 0–5 Disqualify.
The four prospects below cleared both ICP fit and urgency. Each report includes a problem statement and a summary of how the call went. These are the focus of EXP-002 scoping.
ScaleVisible / ReddVisible / Venture4th Media · Founder & CEO · Bailey + Tukan
Acceler8 Labs · Co-Founder · Bailey
The Barrington Consulting Group · Partner · Tukan (+ Sanjeevi)
PartnerVista · GTM / Program Manager · Tukan (+ Sanjeevi, Purvesh)
The remaining nine calls are kept for the full record but are not in active pursuit. Click any row for the detail page and scoring rationale.