--- description: Qualification criteria align with the ideal customer profile when the data points collected during conversion directly map to the characteristics that… image: https://www.leanlabs.com/hubfs/LL%20V4.1/LL%20Featured%20Image.png title: How to align qualification criteria with the ideal customer profile --- B2B Websites How to align qualification criteria with the ideal customer profile # How to align qualification criteria with the ideal customer profile Qualification criteria align with the ideal customer profile when the data points collected during conversion directly map to the characteristics that define a successful customer. The one to three qualifying fields on the form should be the minimum information needed to determine whether the lead matches the ICP, supplemented by enrichment data that fills in the remaining profile without additional buyer effort. The alignment process starts by identifying which customer characteristics predict success. For some companies, this is industry and company size. For others, it is a specific operational metric such as student count, property size, or transaction volume. The qualifying fields should collect the data point from which these characteristics can be determined or enriched. When qualification criteria are misaligned with the ICP, two problems emerge. Leads that match the ICP may be incorrectly filtered out because the criteria measure the wrong attributes. Leads that do not match may pass through because the criteria are too broad. The diagnostic is the SQL-to-opportunity ratio: when at least 50% of sales conversations become opportunities, the qualification criteria are well-aligned with the profile. Below 25%, the criteria need recalibration to better reflect what actually predicts conversion to a customer. ### Ask AI about Lean Labs [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/chatgpt.svg) ChatGPT ](https://chat.openai.com/) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/googlegemini%201.svg) Gemini ](https://www.google.com/search?udm=50) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/perplexity%201.svg) Perplexity ](https://www.perplexity.ai/search/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/claude%201.svg) Claude ](https://claude.ai/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/copilot.svg) Copilot ](https://copilot.microsoft.com/) Ask AI ```json { "@graph": [ { "@id": "https://www.leanlabs.com/#organization", "url": "https://www.leanlabs.com/", "logo": { "url": "https://www.leanlabs.com/favicon.ico", "@type": "ImageObject", "width": 60, "height": 60 }, "name": "Lean Labs", "@type": "Organization", "sameAs": 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