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

• Firmographic Fit – revenue, employee count, industry, region.

• Propensity Signals – intent, product usage, previous engagement, open opportunities.

• Strategic Value – partnership potential, brand influence, expansion runway.

• Capacity Planning – match tiers to owner bandwidth (SDR, AE, marketing pods).

• 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.