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skills/firmographic-analysis/SKILL.md

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+---
+name: firmographic-analysis
+description: Use 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.
+
+---