31 lines
1.5 KiB
Markdown
31 lines
1.5 KiB
Markdown
---
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name: firmographic-analysis
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description: Use when interpreting company-level enrichment data to segment accounts, spot buying triggers, and tailor outreach.
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---
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# Firmographic Analysis Skill
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## When to Use
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- Prioritizing enriched accounts for GTM plays.
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- Building segments for ABM, territory planning, or personalized campaigns.
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- Validating enriched firmographic data quality.
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## Framework
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1. **Normalize Fields** – ensure industry, size, revenue, region, and funding fields use consistent taxonomies.
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2. **Scoring Matrix** – apply ICP scoring (industry fit, employee band, revenue, growth rate).
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3. **Trigger Detection** – highlight events like funding, IPO prep, hiring spikes, geographic expansion.
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4. **Segment Mapping** – assign each company to journey stages or playbooks (e.g., "High-growth SaaS 200-500").
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5. **Recommendation Output** – produce persona targets, value props, and urgency level per segment.
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## Templates
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- Segment summary table (columns: segment, criteria, TAM, coverage owner, next action).
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- Trigger event log with timestamps/source, impact rating, and follow-up play.
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- Messaging workbook mapping persona × segment × proof points for instant enablement pulls.
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## Tips
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- Keep taxonomy dictionaries centrally managed so enrichment jobs and analytics share the same lookups.
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- Re-score accounts quarterly or after major firmographic events (funding, layoffs) to keep priorities fresh.
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- Pair quant scores with qualitative notes from AEs/CSMs to avoid over-rotating on enrichment data alone.
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---
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