ICP Fit Tiers
The engineering of tiered prioritization logic—weighting technographics, firmographics, and growth signals—so your budget and SDR effort scale based on Account Value.
The "All Targets are Equal" Fallacy
Most ABM lists are flat. You spend the same ad dollars on a "Perfect Fit" account as you do on a "Low Probability" account. This flattens your ROI and burns out Sales teams who can't distinguish between a Tier 1 strategic whale and a Tier 3 opportunistic lead.
Resource Waste
- Budget Dilution: Expensive direct mail sent to accounts with low technographic fit.
- SDR Burnout: Reps wasting bespoke research time on low-LTV segments.
- Inaccurate Forecasting: Treating a Tier 3 intent surge with the same revenue weight as a Tier 1 surge.
The Tiering Calibration
Bespoke content + high ad frequency + Executive SDR touch.
Industry-specific tracks + moderate frequency + Standard SDR touch.
Persona-based nurture + low frequency + Automation-led routing.
Environment Implementation
6sense / Demandbase ON
We reconcile platform ICP Fit Scores with your internal Historical LTV data. We build dynamic segments that auto-promote accounts into higher tiers as they cross technographic "trigger" thresholds (e.g., hiring for specific roles).
Config: Segment [Fit > 80 + Intent > 60] → Tier_1_ActivePlatform Off (CRM/MAP First)
We implement a Point-Based Fit Model in your CRM. We use enrichment data (Clearbit/ZoomInfo) to auto-calculate ICP Tiers based on revenue, employee count, and existing tech stack, then push these Tiers to MAP for sequence routing.
Config: CRM Formula [Rev > $500M + Stack Match] → 'Tier 1'Artifacts You Receive
- ICP Weighting Rubric: The scoring logic for Fit vs. Intent alignment.
- Segment Definitions: Documented criteria for Tier 1, 2, and 3 triggers.
- Resource Allocation Map: Budget and SDR hour guidelines per Tier.