Account tiering Claude skill

Use this when there are more accounts than time. It produces tiers that tell every rep how much effort each account deserves, and a score breakdown that makes the tier defensible.

Inputs

• The account list with whatever firmographics exist.
• The ICP with must-haves, nice-to-haves and disqualifiers.
• Signals and history: intent, website visits, past opportunities, engagement, triggers.

The play

1. Score fit and timing separately

Fit says whether the account could ever buy; timing says whether it might buy now. Keep them as two numbers on a 0-100 scale. Combining them too early hides great-fit accounts that are simply not ready, and they belong in nurture, not the bin.

Read references/tiering-rubric.md for the full rubric, the weights and the tie-break rules.

2. Place each account on the grid

3. Cap Tier 1

Tier 1 is limited by research capacity: roughly 20 to 50 accounts per rep at a time. If the scoring puts 400 accounts in Tier 1, raise the thresholds instead of diluting the effort.

4. Attach effort rules

5. Re-tier on a schedule

Timing changes weekly. Re-score monthly, and immediately when a strong signal fires (new leader, funding, high-intent page visit).

Output format

account | fit score | timing score | tier | top 3 score drivers | next action

Plus a summary: counts per tier, Tier 1 capacity check, and accounts that moved tiers since the last run.

What good looks like

• A rep reading the score drivers agrees with the tier more than 8 times out of 10. If they do not, the weights are wrong.
• Tier 1 fits the team’s research capacity.
• Great-fit, bad-timing accounts are kept warm, not discarded.
• The common mistake is one blended score where a huge logo with no need outranks a perfect-fit account that just hired for the exact problem.

Rules

• MUST show the score drivers for every account.
• MUST keep fit and timing as separate scores.
• NEVER let Tier 1 exceed research capacity.
• NEVER tier an account with a disqualifier above "out".

Example prompts

• "Tier these 600 accounts for my territory. I can research about 40 deeply."
• "Score our target list on fit and timing and show me why each is Tier 1."
• "Re-tier my accounts with this month’s intent data."

Fit score (0-100)

Timing score (0-100)

Cap timing at 100.

Tie-breaks inside a tier

1. Higher timing first.
2. Then accounts with an existing relationship asset.
3. Then larger potential contract value.

Calibrating the weights

After a quarter, compare tiers with outcomes:

Healthy pattern: each tier converts at roughly 2-4x the tier below. If Tier 1 and Tier 2 convert at similar rates, the fit weights are not discriminating; look at which components the Tier 2 winners scored low on and raise those weights.