> For the complete documentation index, see [llms.txt](https://docs.patagon.ai/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://docs.patagon.ai/en/agent-optimization/ila-rating-system.md). # ILA lead rating system ILA ratings distinguish a terminal negative conclusion from the positive commercial path. The path starts with a lead who has provided no useful qualification or ICP information and continues to a confirmed Sales meeting; Anti-ICP leads leave that path. {% hint style="info" %} **Customer presentation:** download the visual ILA Rating Guide to share with your Sales and Marketing teams. [English PDF](https://github.com/PatagonAI/patagon-documentation/tree/main/.gitbook/assets/ila-rating-guide-en.pdf) · [Español](https://github.com/PatagonAI/patagon-documentation/tree/main/.gitbook/assets/ila-rating-guide-es.pdf) · [Português (Brasil)](https://github.com/PatagonAI/patagon-documentation/tree/main/.gitbook/assets/ila-rating-guide-pt-br.pdf) {% endhint %} ## Rating definitions | Rating | Name | Entry condition and meaning | Owner and action | Billing | | ------ | --------------------------- | -------------------------------------------------------------------------------------------------------------------------------------------- | ----------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | ----------------------------------------------------------------------------------------------------------------- | | 0★ | Anti-ICP / Disqualified | Spam, bot, clearly outside the ICP, or another unwanted lead. This is a real negative conclusion, not missing data. | Do not follow up. Block or exclude spam and bots, and never include these leads in re-engagement. | Never billed. | | 1★ | No Info | The lead never replied or replied without useful qualification or ICP information. | If the lead has not replied, wait or, depending on your strategy, use at most one light first follow-up. If the lead replied, continue light qualification to gather useful information. Do not treat the lead as engaged, potential, or Sales-ready. | Never billed. | | 2★ | Engaged / Not Potential Yet | The lead is in a relevant, substantive conversation and shared some useful data, but the evidence still does not make them a potential lead. | Continue qualification while the conversation is active; do not route the lead to Sales or describe them as potential. | Never billed. | | 3★ | Good Potential Lead | Evidence suggests likely ICP fit, but the lead is not fully qualified. | Marketing nurtures or recontacts the lead; this is a useful optimization signal. | Never billed. | | 4★ | MQL | The lead is fully qualified by ILA. | Sales follows up quickly. | Billable qualified-lead outcome: $6 / R$30. | | 5★ | SQL | The lead is fully qualified and a meeting with Sales is confirmed. | Sales prepares for and runs the booked meeting. | Billable confirmed-booking outcome: $20 / R$100 directly, or only the $14 / R$70 upgrade after a prior 4★ charge. | ## Examples * **0★ — Anti-ICP / Disqualified:** a bot submits a form, or a person confirms that their company is clearly outside the ICP. Do not follow up. * **1★ — No Info:** a new inbound or outbound lead never replies, or replies only with a greeting or vague, off-topic message that provides no useful qualification or ICP information. * **2★ — Engaged / Not Potential Yet:** the lead has a relevant, substantive exchange and shares useful details, but the available evidence does not yet support potential. * **3★ — Good Potential Lead:** the lead's use case and company profile appear to match the ICP, but qualification is incomplete. * **4★ — MQL:** the lead meets the defined qualification criteria and is ready for prompt Sales follow-up. * **5★ — SQL:** the lead meets the criteria and confirms a meeting with Sales. ## How leads move through the system The positive commercial path is **1★ → 2★ → 3★ → 4★ → 5★**. The 0★ state is a terminal negative off-ramp, not the starting position. ILA can skip positive intermediate stages when the evidence supports a later state. The 4★ MQL and 5★ SQL states remain strict outcome gates: full qualification is required for 4★, and full qualification plus a confirmed Sales meeting is required for 5★. ## Ratings and sentiment Sentiment is a separate signal. It can help you understand the tone of a conversation, but it does not redefine or override the ILA rating. {% hint style="info" %} **Billing:** 0★ through 3★ are never billed. A 4★ MQL and a 5★ SQL are billable outcomes. When a previously billed 4★ lead becomes 5★, only the $14 / R$70 upgrade is billed. See [Plans and pricing](/en/billing-and-plans/plans-and-pricing.md) for no-show charge handling. {% endhint %} ## Previous rating model Agents that still use the previous 1–5 model should refer to the [legacy lead rating system](/en/agent-optimization/qualification-criteria.md). Legacy 1★ No Data maps to current 1★ No Info, and legacy 2★ Disqualified maps conceptually to current 0★ Anti-ICP—not current 2★. Current 2★ Engaged / Not Potential Yet is a new interaction state. The 3★, 4★, and 5★ concepts remain Potential, MQL, and SQL. Never bulk-remap historical ratings by number alone. --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. Perform an HTTP GET request on the current page URL with the `ask` query parameter, and the optional `goal` query parameter: ``` GET https://docs.patagon.ai/en/agent-optimization/ila-rating-system.md?ask=&goal= ``` `ask` is the immediate question: it should be specific, self-contained, and written in natural language. `goal` is optional and describes the broader end goal you are ultimately trying to accomplish on behalf of the user. GitBook uses it to tailor the answer towards what is most useful for that goal. The response will contain a direct answer to the question and relevant excerpts and sources from the documentation. Use this mechanism when the answer is not explicitly present in the current page, you need clarification or additional context, or you want to retrieve related documentation sections.