THE INTELLIGENCE FILTER

Intent ≠ Readiness.
Weight Signals Until They’re Actionable.

Topic surges create false positives—students, job seekers, and low-intent research. We weight signals by source reliability and buyer-fit so activation happens only when the window is truly open. We implement this as CRM fields, routing rules, and a weighting rubric—so the system behaves consistently.

PLATFORM ON (6sense / Demandbase)
  • Thresholds configured in platform; reason codes enforced in CRM
  • Suppress existing opps/customers to avoid cycle conflict
  • Reconcile 3rd-party intent with 1st-party proof (site/email)
  • Write back "Readiness Stage" + Reason Codes to CRM workflows
PLATFORM OFF (CRM/MAP First)
  • Build first-party readiness scores from web and meeting signals
  • Add fit overlays (firmographic + technographic) to engagement
  • Install SDR feedback loops to adjust weights weekly
  • Create lightweight cohort baselines to validate scoring lift

Credibility Note: If your site tracking is weak or account match rate is low, fix identity first—weighting won’t save a broken foundation.

The End of Premature Activation

Most stacks treat intent as a green light. That’s how you end up with SDRs calling noise while real buyers are buried in the same surge.

Activation = An account crosses a threshold within a defined window (e.g., 14 days) + has a Reason Code + a Next-Best Action.

BEFORE: Surge → SDR queue
→
AFTER: 1P proof + fit + recency + reason code → SDR action

// REASON_CODE_SAMPLES

CodeTriggerNext Step
RC12Pricing + ROI Asset (14d)Send Implementation Plan
RC072+ Roles + Demo (10d)Book Intro + Multi-thread

Activation Governance

GOVERNANCE_ARTIFACT_01

Recency Windows + Decay

Every signal has a half-life. Yesterday’s pricing visit matters; last quarter’s webinar doesn’t. Decay keeps SDR actions current and trustworthy.

GOVERNANCE_ARTIFACT_02

Buying-Committee Momentum

Score jumps when multiple roles engage (e.g., Champion + Economic Buyer within 10 days)—because single-thread interest rarely closes.

GOVERNANCE_ARTIFACT_03

Source Reliability Weights

First-party actions outweigh co-op surges. Third-party intent is directional; first-party evidence is dispositive.

GOVERNANCE_ARTIFACT_04

Negative Filters + Suppression

Careers, competitors, and active opportunities reduce or block activation so Sales doesn’t waste cycles on existing business.

GOVERNANCE_ARTIFACT_05

Activation Threshold Governance

Central rules define what triggers SDR routing or sequencing—so the organization shares one definition of “ready.”

The Readiness Rubric (What Triggers Action)

We install the infrastructure required to turn raw surges into actionable sales sprints.

Deliverable: Signal weighting rubric (weights + reason code logic)
Deliverable: Activation thresholds by segment (Owner + SLA + Route Rule)
Deliverable: Decay window spec (half-life rules by signal type)
Deliverable: Negative filters + exclusions checklist (careers/vendors/customers)
Deliverable: Routing + writeback mapping (CRM field write-access rules)

Stop Chasing Noise.
Start Weighting Readiness.

We analyze recent surges + first-party engagement to find false positives. You’ll leave with thresholds, exclusions, and CRM reason codes your SDRs can run tomorrow.