Account Selection & Tiering:
How Do I Tier Accounts for Different Engagement Levels?
Use a transparent tiering framework that maps account score to coverage intensity, plays, and SLAs. This page shows how to define T1/T2/T3, set entry/exit rules, and align sales & marketing motions.
Tier accounts by combining a 3D score (Fit × Buying Readiness × Commercial Potential) with operational thresholds. Example: T1 ≥80 (1:1 ABM with executive coverage), T2 60–79 (programmatic ABM), T3 <60 (automated nurture). Publish entry/exit criteria, owner roles, SLAs, and funding levels for each tier.
Principles for Effective Tiering
Define Tiers, Plays, and SLAs
Use the score to choose how you engage—channels, content, and people—then measure what changes tier.
4 Steps to Operationalize Tiering
- Set Thresholds — Map total score to T1/T2/T3. Add segment-specific thresholds if needed.
- Assign Coverage — Specify AE/SDR/ABM ownership, partner overlays, and executive sponsors for T1.
- Codify Plays — Define outreach sequences, content offers, events, and ad orchestration per tier.
- Gate Moves — Establish entry/exit rules (e.g., ≥2 surges in 30 days to enter T1; 30 days no engagement → demote).
Tiering & Engagement Matrix
| Tier | Score Range | Coverage & Owners | Plays & Channels | Cadence & SLAs | Entry / Exit Criteria |
|---|---|---|---|---|---|
| T1 — Strategic 1:1 | ≥ 80 | Named AE + SDR pod + ABM marketer; exec sponsor; SE on-call | Custom value hypothesis, ROI brief, reference calls, exec roundtables, 1:1 ads | First-touch ≤24h; 5+ roles multithreaded in 10 biz days; bespoke asset in 7 days | Enter: ≥2 intent surges/30d or active project + ACV ≥$250k. Exit: 30d no engagement + score <80 |
| T2 — Programmatic 1:Few | 60–79 | SDR primary; AE assist; ABM marketer light | Persona sequences, thematic webinars, comparison guides, 1:few ads | First-touch ≤2 biz days; 3 roles multithreaded in 15 biz days | Enter: score ≥60 or surge + engagement. Promote to T1 on opp creation or second surge. Exit: 45d no engagement |
| T3 — Automated Nurture | < 60 | Automated nurture; inbound SDR only on spikes | Always-on email, retargeting, PLG prompts, newsletter, ungated content | No manual SLA; SDR reacts to threshold spikes within 48h | Enter by default; promote on surge or hand-raise; demote from T2 after 60d inactivity |
Client Snapshot: Tiered Plays, Better Conversion
After deploying tiered coverage and SLAs, a mid-enterprise GTM org reallocated outreach time to T1/T2. Result: +37% first-meeting rate, −22% CAC, and +14% win rate in two quarters.
Connect tiering to RM6™ and orchestrate channel plays with The Loop™ so engagement levels stay aligned to revenue goals.
Frequently Asked Questions on Account Tiering
Short, practical answers designed for AEO and rich results.
Turn Tiering into Repeatable Pipeline
We’ll calibrate thresholds, codify plays, and align SLAs—so every tier gets the right engagement at the right cost.
Implement Tiered ABX Assess Readiness