Eligibility and Qualification

The ICP builder has two separate filter steps — Eligibility and Scoring filters — that look similar but do very different things. Getting them confused leads to accounts disappearing from your Primary ICP when you only meant to narrow scoring, or to wasted scoring runs on accounts you never wanted to evaluate.

Eligibility — which accounts this ICP covers

Eligibility is the step titled "Eligibility" with the framing "Which accounts this ICP covers." It is structural: the rules you set here determine which accounts this ICP is assigned to as their Primary ICP.

When an account is evaluated against your ICP list, TrailSpark walks your ICPs in priority order and assigns the account to the first ICP whose Eligibility rules it matches. That assignment is its Primary ICP. Any additional matching ICPs show as Also matches. An account with no ICP match is covered by your default ICP.

Editing Eligibility is retroactive. When you save a change, a reassignment sweep runs across your workspace. Accounts whose Primary ICP changes are updated automatically — you do not need to re-evaluate them manually.

What you can filter on

Eligibility rules draw from your first-party account fields and product workspace data. CRM fields (from Salesforce, HubSpot, and so on) are not available here — they appear in Scoring filters only.

Example: an Acquisition ICP scoped to mid-market SaaS companies might set:

Every account that matches all three conditions gets assigned to this ICP.

Scoring filters — which covered accounts and leads are worth scoring

The Scoring filters step is titled "Scoring filters" with the framing "Which accounts & leads are worth scoring." It is a pass/skip gate: accounts and leads that fail these rules are skipped when a scoring run fires. They keep their Primary ICP assignment. No re-assignment happens.

This is the right place to exclude accounts you have already closed, churned contacts, or verticals where you currently have no capacity to follow up. Filtering them out here cuts down scoring volume without changing how your ICP territory is defined.

Account-scope and lead-scope rules

When individual lead scoring is on, Scoring filters can target two levels:

• Account rules — the account itself must pass before any of its leads are scored. Use these to exclude entire accounts (churned, competitor, wrong region).
• Lead / contact rules — the individual lead must pass. Use these to exclude non-decision-maker personas, unsubscribed contacts, or roles outside your persona definition.

CRM account fields and CRM contact fields (from your connected integration) are available here in addition to your first-party account data.

How they interact with multiple ICPs

When you run more than one ICP, Eligibility rules define the territory boundaries between them. Scoring filters operate inside those boundaries. Changing Scoring filters on one ICP has no effect on which accounts another ICP covers.

If you find accounts landing in the wrong ICP, the fix is in Eligibility — not Scoring filters. If you want to skip certain accounts inside the right ICP, the fix is in Scoring filters. See Managing multiple ICPs for how priority order and scope conflicts work.

Quick reference

For how to edit these rules after an ICP is published, see Editing an ICP.