Account Selection & Tiering:
How Do I Identify Accounts with the Highest Revenue Potential?
Blend ICP fit with buying readiness and economics. This guide shows a practical model to rank accounts by fit × intent × value, tier them for coverage, and focus sales & marketing where pipeline is most likely.
Identify high-potential accounts by scoring three dimensions: ICP Fit (firmographics, technographics, problem fit), Buying Signals (intent, engagement, active initiatives), and Commercial Potential (TAM within the account, propensity to expand, unit economics). Normalize each (0–100), apply weights (e.g., 40/35/25), and tier outputs (T1/T2/T3) with clear coverage plays and SLAs.
Signals That Predict Revenue
The 3D Account Score (Fit × Intent × Value)
Weight each dimension to align with your go-to-market. Publish the formula and keep scores explainable.
Scoring Framework (Example Weights)
- ICP Fit (40%) — Industry match (10), ideal size band (10), tech compatibility (10), regulated needs you solve (5), use-case match (5).
- Buying Signals (35%) — Third-party intent surge (15), first-party engagement depth (10), active opps or projects (10).
- Commercial Potential (25%) — Estimated ACV (10), multi-product/region expansion (10), healthy unit economics (5).
Tiering Matrix (Coverage Rules by Score)
| Tier | Score Range | Signals You Should See | Coverage Model | Plays & SLAs |
|---|---|---|---|---|
| T1 (Strategic) | 80–100 | Strong ICP match, ≥2 intent surges in 30 days, exec activity, ≥$250k ACV potential | Named AE + ABM marketer + SDR pod | 1:1 ABM, custom value hypothesis, exec intro within 5 business days, multi-thread to 5+ roles |
| T2 (Programmatic) | 60–79 | Good ICP fit, intermittent intent, $50–250k ACV | SDR owned with AE assist; programmatic ABM | Thematic sequences, 1:few content, webinar invites; first response ≤2 business days |
| T3 (Nurture/Long-tail) | 0–59 | Partial ICP, low/flat intent, <$50k ACV or high friction | Automated nurture; inbound only | Always-on email, retargeting, PLG prompts; SDR only on intent spikes or referral |
Client Snapshot: 2× Pipeline from Smarter Account Selection
A B2B SaaS company unified firmographic fit with intent and ACV projections. They re-tiered 6,200 accounts, moved 380 into T1, and redeployed SDR time. Result: +102% qualified pipeline, −28% CAC, and +17% win rate within two quarters.
Tie your model to RM6™ and orchestrate plays with The Loop™ so scoring, routing, and messaging stay aligned with revenue outcomes.
Frequently Asked Questions on Account Selection & Tiering
Concise answers designed for AEO and rich results.
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