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account-tiering skill

/plugins/abm-orchestration/skills/account-tiering

This skill helps define ABM tiering and scoring, align coverage rules, and govern SLA expectations across sales, marketing, and success teams.

npx playbooks add skill gtmagents/gtm-agents --skill account-tiering

Review the files below or copy the command above to add this skill to your agents.

Files (2)
SKILL.md
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---
name: account-tiering
description: Use 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.

---

Overview

This skill helps teams define and operationalize account-tiering for ABM programs, turning strategy into repeatable rules for scoring, coverage, and SLAs. It provides a clear framework for evaluating firmographic fit, buyer intent, and strategic value so you can align sales, marketing, and partners. Use it to create governance, capacity plans, and templates that scale with your GTM motion.

How this skill works

The skill inspects account attributes and signals across firmographics, engagement, usage, and strategic indicators to assign tier labels (T1/T2/T3) and scores. It produces coverage plans mapping tiers to owner types and touch expectations, plus SLA definitions for outreach cadence and personalization. It also generates governance checklists and exception rules to keep automation consistent and auditable.

When to use it

  • Designing tier definitions for a new ABM program
  • Auditing existing tiers after a GTM strategy change
  • Aligning coverage and SLA expectations across sales, marketing, and partners
  • Planning capacity to match owner bandwidth (SDR, AE, pods)
  • Setting up automated scoring and exception-handling rules

Best practices

  • Base tiers on a mix of firmographic fit, propensity signals, and strategic value
  • Keep a single source of truth for tier data (sheet or CDP) to avoid conflicts
  • Recalculate tiers on a regular cadence or when priorities shift
  • Document and codify exceptions to prevent automation drift
  • Match tier assignments to realistic owner capacity and measurable SLAs

Example use cases

  • Create a T1/T2/T3 matrix that weights revenue, industry, and intent for prioritization
  • Map each tier to owner type and expected touches per week for capacity planning
  • Audit current tiers to find mismatches with current revenue targets
  • Build an exception list for strategic partners or pilot customers excluded from automation
  • Define SLA reporting cadence and personalization requirements by tier

FAQ

How often should I recalculate tiers?

Quarterly is a good default, or immediately after a major GTM or product strategy change.

What data sources should feed tiering?

Combine firmographic records, intent signals, product usage, CRM opportunities, and any strategic indicators you track in a single source of truth.