firmographic-analysis

gtmagents's avatarfrom gtmagents

Use when interpreting company-level enrichment data to segment accounts, spot buying triggers, and tailor outreach.

⭐31stars🔀7forks📁View on GitHub🕐Updated Dec 23, 2025
[Lead Research]

When & Why to Use This Skill

The Firmographic Analysis skill empowers B2B organizations to transform raw company enrichment data into actionable sales intelligence. By automating account segmentation, ICP scoring, and buying trigger detection, it enables Go-To-Market (GTM) teams to prioritize high-value prospects and tailor outreach with precision, significantly improving conversion rates and sales efficiency.

Use Cases

  • 1. Account-Based Marketing (ABM): Build precise account segments for personalized campaigns using industry, revenue, and employee growth data.
  • 2. Sales Trigger Monitoring: Identify high-intent events such as funding rounds, IPO preparations, or hiring spikes to time outreach effectively.
  • 3. ICP Scoring & Prioritization: Apply a weighted scoring matrix to enriched data to rank leads based on their fit with the Ideal Customer Profile.
  • 4. Territory & GTM Planning: Normalize firmographic fields to ensure equitable territory distribution and data-driven market expansion strategies.
namefirmographic-analysis
descriptionUse when interpreting company-level enrichment data to segment accounts, spot buying triggers, and tailor outreach.

Firmographic Analysis Skill

When to Use

  • Prioritizing enriched accounts for GTM plays.
  • Building segments for ABM, territory planning, or personalized campaigns.
  • Validating enriched firmographic data quality.

Framework

  1. Normalize Fields – ensure industry, size, revenue, region, and funding fields use consistent taxonomies.
  2. Scoring Matrix – apply ICP scoring (industry fit, employee band, revenue, growth rate).
  3. Trigger Detection – highlight events like funding, IPO prep, hiring spikes, geographic expansion.
  4. Segment Mapping – assign each company to journey stages or playbooks (e.g., "High-growth SaaS 200-500").
  5. Recommendation Output – produce persona targets, value props, and urgency level per segment.

Templates

  • Segment summary table (columns: segment, criteria, TAM, coverage owner, next action).
  • Trigger event log with timestamps/source, impact rating, and follow-up play.
  • Messaging workbook mapping persona × segment × proof points for instant enablement pulls.

Tips

  • Keep taxonomy dictionaries centrally managed so enrichment jobs and analytics share the same lookups.
  • Re-score accounts quarterly or after major firmographic events (funding, layoffs) to keep priorities fresh.
  • Pair quant scores with qualitative notes from AEs/CSMs to avoid over-rotating on enrichment data alone.