> ## Documentation Index
> Fetch the complete documentation index at: https://docs.beaconrevenue.io/llms.txt
> Use this file to discover all available pages before exploring further.
# Customer fit — is this the right customer?
> How Beacon will judge whether each customer is the right customer, how complete that judgement is today, what you see on its page, what it needs, which modules depend on it, and what it does not calculate yet.
**Customer fit** answers one question: *Is this the right customer — for lasting revenue, margin and accurate forecasts?* It gives every customer a fit score from 0 to 100, built from five parts and from what the rest of Beacon knows about that customer. The score gets more complete as more of Beacon runs for you, and it always says how complete it is. It belongs to the Shared foundation — see [Modules](/modules/overview).
Today the module measures one thing: **how much of the fit score can be built for your company** — how many of its 108 inputs are live. The fit score itself is not calculated yet. This page describes both, and says which is which.
## What it does
The fit score is built from **108 inputs**, grouped into **five parts**: how closely the customer matches your ideal customer, how well your product fits their problem, how likely they are to stay, whether they are profitable to serve, and how much room they have to grow. Each part is scored from 0 to 100, and the five are combined at fixed weights into one score.
The inputs come from other modules — your customer records and signals first, then sales, customer, marketing and finance modules as each one starts running. So the score starts incomplete and fills up. **Completeness is part of the answer, not a footnote:** every score carries it, and every module that reads the score adjusts how far it relies on it.
Below 30% complete the score is not used for decisions unless someone overrides that, and the override is recorded.
## What it produces
Its headline is two figures:
| KPI | What it measures | Today |
| - | - | - |
| [**Fit completeness**](/definitions/fit-completeness-rate) | The share of the fit score's 108 inputs that are live for your company — how much of the picture the score can be drawn from | Shown, and kept up to date |
| [**Fit score**](/definitions/fit-score) | How closely each customer matches the customers you do best with, from 0 to 100, with its band — High, Medium or Low | Not calculated yet |
Each name links to its definition, which also says how the [Data API](/api-reference) and [MCP](/mcp-tools) will carry it — neither serves these two figures yet.
Behind them, the module produces:
| What | What it tells you | Today |
| - | - | - |
| **Inputs by area** | How many inputs each area feeds, how many are live, and which module switches each on | Shown |
| **What switches on next** | The next modules that would raise completeness, and by how many inputs | Shown |
| **What it can be used for** | Whether the score may be used — not for decisions, standard use, or full use — read from completeness | Shown |
| **The five part scores** | Each customer's score on each of the five parts | Not calculated yet |
| **Customers by fit band** | How many customers are High, Medium and Low fit | Not calculated yet |
| **Completeness for each customer** | How much of the score can be built for one customer | Not calculated yet |
| **Fit in your CRM** | "Beacon fit" — High, Medium or Low — on each company record | Waits for a fit score |
## How the score is built
| Part | Weight | What it looks at |
| - | - | - |
| **Ideal-customer fit** | 22% | Industry, size, region, who is involved on the customer side, how similar customers have retained, buying intent |
| **Product fit** | 20% | Whether your product solves their core problem — activation, adoption across teams, usage like similar customers |
| **Risk** | 22% | How likely they are to renew and stay. A higher score means lower risk |
| **Profitability** | 20% | Whether they are profitable to serve — cost to serve, support load, discounts, margin, payback |
| **Growth** | 16% | Room to expand — more seats, more products, more teams |
These are the **Balanced** weights, which every company starts on. Three other weight sets exist — growth first, retention first and margin first — and changing to one is a joint decision of your CFO and CEO. Two adjustments follow: the whole score is scaled down when the data behind a customer is not reliable enough, and enterprise and small-business customers carry small weight shifts. A score of **75 or more is High fit**, **45 to 74 Medium**, **under 45 Low**.
An input that is not live yet counts as neutral, so an early score is incomplete rather than pessimistic. A customer whose records are not confidently matched across your tools is not scored at all. [Fit score](/definitions/fit-score) sets out the full rule.
**How completeness is counted.** The 108 inputs are counted a module at a time. When a module that feeds fit is running for you, all the inputs it feeds count as live; when it is not, none of them do. Completeness is the live inputs divided by 108.
| Area | Modules that feed it | Inputs |
| - | - | - |
| **Foundation** | [Data model](/modules/data-model), [Signals](/modules/signals), [Data integrity](/modules/data-integrity), [Segments](/modules/segments) | 32 |
| **Sales** | Deal likelihood, Contract intelligence, Pipeline velocity, Deal health | 13 |
| **Customer** | Churn risk, Expansion readiness, Customer value, Customer lifecycle, Lifecycle economics, Cost to serve, Usage intelligence | 26 |
| **Marketing** | Buying intent, Demand quality, Acquisition cost | 13 |
| **Finance** | Revenue forecast, Scenarios, Cash flow, Margin, Revenue records | 15 |
| **Reserved** | Added by later versions of the fit model | 9 |
The [fit score's definition](/definitions/fit-score) gives typical completeness ranges for each stage of setup. Those come from the design; the counts above are the ones Beacon works from, and the two do not yet agree. Read the count.
## What you see on its page
In Beacon, open **Growth**, then **Go-to-market**, and choose **Customer fit**. The page has six tabs:
* **Overview** — how many of the 108 inputs are live, what the score may be used for, what switches on next and what it adds, the inputs bar by area, and the modules it reads from.
* **Dashboard** — where the module's four charts will appear: customers by fit band, completeness over time, fit against net revenue retention, and recurring revenue by fit band. Each waits for a fit score.
* **Signals & alerts** — the seven alert rules, who each goes to and where. None is sending yet.
* **Scorecard** — every module that feeds fit, marked live, next step or later, the Balanced weights, and the fit bands. The other weight sets are shown, not switchable.
* **Customers** — where each customer's score and its five parts will appear once scores exist.
* **Setup** — the four Customer fit questions, saved as you answer them.
Until a fit score exists the module reads **Not measured yet**, with the completeness figure in its place.
## What it needs
Customer fit starts as soon as your **CRM** is connected. Every other tool adds detail through the modules that read it, and none is required.
| Tool | | What it adds |
| - | - | - |
| **CRM** (HubSpot) | Needed to start | Your customers, contacts and deals — the base of ideal-customer fit and every sales input |
| **Billing** (Stripe) | Adds detail | Contracts, payment behaviour and recurring revenue |
| **Product usage** | Adds detail | Activation, adoption and usage — product fit and growth |
| **Support** | Adds detail | Support load and sentiment — risk and profitability |
| **Marketing tools** | Adds detail | Buying intent, demand quality and what each customer cost to win |
| **Accounting** | Adds detail | Cost to serve, margin and lifetime value |
| **Intent data** | Optional | Buying signals from outside your own tools |
See [Connect your tools](/connect-your-tools) for how each connection is made.
## Reads from
| Module | What Customer fit uses it for |
| - | - |
| [**Data model**](/modules/data-model) | Each customer's joined-up record — industry, size, contracts |
| [**Customer matching**](/modules/customer-matching) | A customer is scored only once its records are confidently matched across your tools |
| [**Data integrity**](/modules/data-integrity) | How reliable the data behind each customer is. Below 80 the whole score is scaled down |
| [**Signals**](/modules/signals) | Engagement, sentiment, risk and growth signals — feeding all five parts |
| [**Segments**](/modules/segments) | Which segment each customer is in, and the segment's weight shifts |
| **The Sales, Customer, Marketing and Finance modules** in the table above | Their inputs, as each one starts running |
## Which modules read it
| Module | What it uses Customer fit for |
| - | - |
| **Sales forecast** | Weights each deal's chance of closing by how well the customer fits |
| **Customer value** | The profitability and risk parts, in each customer's value |
| **Lifecycle economics** | Groups customers by fit to show which ones pay back over their lifetime |
| **Revenue forecast** | Separates lasting recurring revenue from fragile revenue |
| **Forecast confidence** | How complete the fit score is, as one sign of forecast quality |
| **Demand quality** | Ideal-customer fit, to judge new leads |
| **Cohorts** | Groups customers by fit band |
| [**Segment revenue paths**](/modules/segment-revenue-paths) | Fit by segment, in each segment's revenue outlook |
Several pages that are live today — Churn risk, Deal likelihood and Cost to serve among them — already have a place to look at customers by fit. They show **Not scored** there, because the fit score is not calculated yet, and none of the modules above receives a fit score today. The **Modules** page in The Brain shows which modules are running for you.
## Alerts
| Alert | When it fires | Goes to |
| - | - | - |
| **Low-fit deal late in the pipeline** | A deal's customer scores under 45, with at least 35% of inputs live, and the deal has reached the stage you choose in Setup | Deal owner and sales leader, in Slack |
| **Fit dropping on a customer** | A customer's score falls 10 or more points in 30 days, or below 45 | Account owner and Customer Success lead, in Slack |
| **Fails the economic check** | Fit combined with the deal's expected margin says the customer will not pay back | Deal owner, sales leader and finance lead, in Slack |
| **High-fit prospect** | A prospect's score reaches 75 or more | Deal owner, in Beacon |
| **Quarterly fit review** | Each quarter, when what predicts renewal and churn has moved enough to propose new weights | RevOps lead and the head of the area affected, by email |
| **Fit and customer value disagree** | For one customer, the profitability part and Customer value are 15 or more points apart | RevOps lead and Head of Customer Success, in Slack |
| **Completeness crosses a line** | Completeness crosses 30% or 70% | RevOps lead, in Beacon |
**No alert is sent yet.** Six of the seven wait for the fit score. The completeness alert has its figure today, but Beacon does not send alerts yet.
## Setup questions
* **Which weight set should the fit score use?** Recommended: Balanced. Another set is chosen by your CFO and CEO together.
* **Keep the standard fit bands?** Recommended: yes — High at 75 and over, Low under 45.
* **From which deal stage should a low-fit deal raise an alert?** Recommended: Proposal.
* **Who reviews fit alerts?** They receive the alerts and approve changes to the fit score.
Your answers are saved on the Setup tab. Two limits today: only Balanced can be saved there, because a change of weight set needs a recorded CFO and CEO decision; and reviewers cannot be picked from your Beacon users yet. How you segment customers and which tools you use are asked once and used here too.
## What is not calculated yet
* **The fit score**, its five part scores and its band, for every customer.
* **Completeness for each customer.** The figure today is for your company as a whole.
* **The four Dashboard charts**, which all read the score.
* **"Beacon fit" in your CRM**, which waits for a score.
* **The quarterly review of the weights** against what actually happened to your customers.
* **Alerts** — none is sent yet.
## Related
The ten module families and which modules are available today.
The full rule behind the score, its weights and its bands.
The signals that feed all five parts of fit.
What each connection unlocks, and which inputs switch on with it.
How Beacon says how much of a figure it can see.
What Beacon reads, what it never changes, and what it does not decide.
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