Promotion Rules + Windows
The engineering of Velocity Gates—logic that promotes accounts to the next journey stage only when engagement thresholds are met within a defined 7/14/30 day window.
The "False Momentum" Trap
Most ABM scoring is cumulative—it rewards "All Time" activity. An account might look "Hot" because they clicked three emails over six months. In reality, that's a dead lead. Real buying happens in Bursts. Without Promotion Windows, your SDRs are chasing historical echoes instead of active consensus. We fix this by requiring high-intensity activity within a tight window to "Earn" a move to the next stage of the narrative.
Operational Friction
- Pipeline Bloat: Thousands of accounts sitting in "Consideration" that haven't clicked in 90 days.
- Diluted Focus: SDRs unable to distinguish between "Slow Burn" and "Active Sprint."
- Stale Narratives: Showing mid-funnel proof to people who have already lost interest in the project.
The Promotion Gate Logic
Strategy: If the threshold isn't hit within the window, the account "Decays" back to the previous stage.
Environment Implementation
6sense / Demandbase ON
We configure Custom Journey Stages that bypass the standard platform "Black Box." We hard-code "Promotion Segments" that use your specific 14-day recency filters to move accounts between creative sets and SDR tasks.
Platform Off (CRM/MAP First)
We build Date-Stamp Comparison Logic in CRM. A nightly flow calculates the "Velocity Gap" between the current date and the last high-weight signal. If the gap is small and volume is high, the Journey Stage field is auto-promoted.
Artifacts You Receive
- Promotion Matrix: The specific threshold + window logic for every stage jump.
- Velocity Dashboard: Real-time tracking of "Days in Stage" across your target accounts.
- Ejection Rules: Definitions of when an account should be "demoted" due to inactivity.