Account Tiering Systems Skill

When to Use

• Establishing T1/T2/T3 definitions for new ABM programs.
• Auditing existing tiers to ensure they reflect current revenue priorities.
• Aligning sales, marketing, and partner teams on coverage and SLA expectations.

Framework

1. Firmographic Fit – revenue, employee count, industry, region.
2. Propensity Signals – intent, product usage, previous engagement, open opportunities.
3. Strategic Value – partnership potential, brand influence, expansion runway.
4. Capacity Planning – match tiers to owner bandwidth (SDR, AE, marketing pods).
5. SLA Definitions – touch frequency, personalization level, reporting cadence by tier.

Templates

• Tiering Matrix: See assets/tiering_matrix.md for criteria and scoring logic.
• Coverage planner (tier → owner type → touch expectations).
• Governance checklist (review cadence, data sources, exception handling).

Tips

• Recalculate tiers quarterly or when GTM strategy shifts.
• Keep a single truth source (sheet or CDP) to avoid conflicting tiers.
• Document exceptions (e.g., strategic design partners) so automation logic stays clean.