How the opportunity score works

The opportunity score is how an agent decides which prospects are worth your attention. It combines two things: how well a company matches your ideal customer profile, and how much live buying intent it is showing right now. You choose the balance between them, and you choose how high a prospect has to score before you see them or before they get contacted.

Used well it is the difference between an agent that surfaces four hundred names and one that surfaces forty worth calling.

Turn it on first

Scoring is off by default on a new agent. Open the agent, go to Settings, then Opportunity score, and switch on "Calculate opportunity score for agent prospects".

Until you do, nothing on this page has any effect. The balance bar and both thresholds are inert, and the Opportunity Score column on the Prospects tab stays blank. If you have set a threshold and wondered why it made no difference, this is usually why.

The balance between fit and intent

The bar at the top of the Opportunity score section splits the score between two ingredients. The default is 60 percent ICP fit and 40 percent intent, and a line underneath tells you in plain language what your current setting leans toward.

Ingredient	What it measures	Where it comes from
ICP fit	How closely the company and the person match the profile you sell to	Your Targeting settings: job titles, locations, industries, company types, company sizes
Intent	What the company is doing right now that suggests it might buy	Your signal sources: hiring, funding, ads, reviews, technology changes, and the rest

Which way to lean

Lean toward ICP fit when you sell to a narrow, well-defined audience and getting the wrong company is expensive. A compliance product sold only to regulated firms should sit well above 60 percent fit.
Lean toward intent when your product is relevant to almost anyone and timing is what decides the deal. Recruitment services, agency retainers, and infrastructure tooling usually belong here.
Leave it near the default when you are not sure. Move it once you have read a few hundred prospects and can say which half is letting through the names you would not have picked yourself.

Change one thing at a time. Moving the balance and both thresholds in the same sitting tells you nothing about which change did what.

The two thresholds, and why people get caught out

This is the part worth reading twice. There are two separate gates, they do different jobs, and they live on different screens.

	Visibility threshold	Outreach threshold
Where it is	Settings, then Opportunity score	Settings, then Outreach settings
What it does	Decides who appears in your results at all	Decides who actually gets contacted
The screen says	"Prospects scoring below this value are hidden from your results"	"Prospects scoring below this value are excluded from outreach"
Options	25+, 50+, 75+, 90+	25+, 50+, 75+, 90+

Because they are independent, they can disagree. A prospect scoring 60 with visibility at 50 and outreach at 75 will appear in your Prospects tab and will never be messaged. Nothing in the interface links the two settings or warns you when they conflict.

What the combinations do

Visibility	Outreach	Result
25+	25+	You see almost everything and almost everything gets messaged. Highest volume, lowest precision. Reasonable for a first week while you learn what the agent finds.
25+	75+	You see a wide pool but only strong matches are contacted. Useful when you want to review the near-misses yourself without the agent acting on them.
75+	75+	You see and contact the same strong set. The most predictable setup and a sensible default once you are past the first week.
75+	25+	Everything you can see gets messaged, and some things you cannot see also do. Rarely what anyone means to configure.
90+	90+	Very few prospects, all of them strong. Right for high-value, low-volume selling. Wrong if you need pipeline this month.

Where you see the score

Open the agent and go to the Prospects tab. There is an Opportunity Score column showing each prospect's score. The tab footer reads something like "Showing 50 of 2,944 qualified prospects", and the word qualified matters: that count is already filtered by your visibility threshold, so it is not everything the agent found.

If the column is empty, scoring is not switched on for that agent.

Turn scoring on and leave the balance at the default.
Set both thresholds to 50+ for the first week. You want to see what the agent considers a middling prospect, and you cannot judge that from the strong ones alone.
Read fifty prospects in the Prospects tab. For each one, ask whether you would have picked them yourself.
If the good ones are scoring low, the problem is usually the balance. Too much weight on fit will hide a perfect-timing prospect at an unusual company. Too much on intent will surface companies doing interesting things that will never buy from you.
If the scores look right, raise the outreach threshold to 75+ and leave visibility at 50+ for a while. You keep the ability to review the middle band by hand.
Only raise visibility once you have stopped finding anything useful below it.

When it is not working

The agent finds prospects but messages nobody

Check that scoring is on, then compare the two thresholds. An outreach threshold above your visibility threshold is the single most common cause. See "Common errors (and fixes)".

You see almost no prospects

Look at the Intent Signals tab. If signals detected is healthy but identified prospects is near zero, the problem is upstream in your targeting rather than in the score. If everything upstream looks fine, your visibility threshold is doing the filtering.

The scores all look similar

This usually means too few signal sources are switched on, so intent is contributing very little variation and the score is mostly measuring ICP fit. See "Choosing your intent signals".

What the score does not do

It does not replace targeting. Targeting decides who is eligible. The score ranks the eligible.
It does not replace the blacklist. A customer of yours may well score highly. Blacklist them.
It does not apply to prospects you supplied. If you uploaded a CSV or pointed the agent at a LinkedIn search, you have already made the qualification decision.
It is not a probability. A 90 does not mean a nine in ten chance of a reply. It means this prospect ranks near the top of what this agent is finding, on the balance you set.

How the opportunity score works