account-tiering

gtmagents's avatarfrom gtmagents

Use when defining ABM tiers, scoring logic, and coverage rules.

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When & Why to Use This Skill

The Account Tiering Systems skill provides a comprehensive framework for designing and implementing Account-Based Marketing (ABM) structures. It enables teams to define T1/T2/T3 account categories, develop data-driven scoring logic based on firmographics and intent, and establish clear Service Level Agreements (SLAs) to align sales and marketing efforts for optimized revenue growth.

Use Cases

  • ABM Program Launch: Establishing foundational T1/T2/T3 definitions and criteria for new go-to-market initiatives.
  • Sales & Marketing Alignment: Creating unified coverage rules and touchpoint expectations to ensure seamless handoffs and consistent account engagement.
  • Revenue Operations Audit: Reviewing and updating existing account tiers to ensure they reflect current market conditions, product usage, and strategic priorities.
  • Capacity Planning: Matching account volume to sales representative bandwidth by defining the level of personalization and reporting cadence required for each tier.
nameaccount-tiering
descriptionUse when defining ABM tiers, scoring logic, and coverage rules.

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.