ICP qualification during the demo: how live scoring works

Inbound qualification used to happen after the demo. A form fill, an SDR email exchange, a discovery call, then maybe a real demo. Each step dropped a chunk of the pipeline. Each step cost time. An AI demo agent compresses all of it into the demo itself.

What qualification has to do

Three jobs. Identify whether the account fits your ICP. Identify what they care about so the AE walks in briefed. Route the prospect to the right next step — AE meeting, self-serve, or nothing — without an internal handoff that costs another day.

How live scoring works

During the discovery part of the demo, Floe asks the prospect their role, company size, the problem they came to solve, the use case they have in mind, and the stack they currently run. Each answer feeds an ICP model you set up in advance. The score updates as new signals land in the conversation.

By the end of the demo, the score is either above or below your threshold. The prospect sees a different path depending on which side. The AE never sees the calls below threshold. The AE sees every call above threshold with a structured brief already in the CRM.

What the brief contains

What the prospect asked. What landed and what did not. Where intent showed (deep questions on a specific feature, references to a competitor, urgency cues). The current stack they referenced. Open objections. Suggested next step.

Your AE walks into the meeting already briefed. The first ten minutes of the call become substantive, not warm-up.

Why this beats the old funnel

The old flow forced the AE to qualify a meeting that was already on the calendar. If the prospect was a bad fit, the meeting still ate the slot. With live scoring, low-fit calls are routed at the source and the AE's calendar stays focused on the deals that can close.

Read more

Full mechanism: [/how-it-works](/how-it-works). The specific use case: [/use-cases/demo-qualified-leads](/use-cases/demo-qualified-leads).