gtmagents/gtm-agents
value-story-framework
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Account Tiering Systems Skill
account-tiering
Use when defining ABM tiers, scoring logic, and coverage rules.
SKILL.md
Full skill instructions
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.mdfor 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.
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