Step 03 Β· Overlays
Industry context and country adoption pace.
After the base score, we multiply by per-industry Γ per-role factors (e.g. healthcare Γ 0.5 on doctor) and per-country adoption-pace factors (e.g. KR Γ 1.0 vs JP Γ 0.85). Defaults are 1.0; we only override where research evidence supports a directional pull.
Lead score (Path B only)
Submissions are also lead-scored for routing
Weights: exec role +30, HR +20, 200+ employees +20, ICP industry +15, 1-year horizon +10, AI-mature stack +10, β₯20% replace ratio +15. Tier A β₯ 70. Lead-score rules are documented here so it is never a black box.