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skills/account-tiering/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.
+
+---