CAL_PROTOCOL_04 // PROTOCOL_SPEC
Stage Inference Thresholds
The logic that translates raw signal clusters into buyer stages. We define the exact point where intent volume and persona coverage trigger a narrative shift.
The Static Audience Trap
Most ABM programs treat audiences as static lists. Without automated stage inference, accounts receive the same top-of-funnel message even after they’ve moved deep into evaluation.
CRITICAL FAILURE MODES
- ✕ Narrative friction: Buyers see 'What is it?' ads while evaluating ROI
- ✕ Spend waste: High-cost sequences fire on accounts that aren't ready
- ✕ Sales friction: Reps receive 'Hot' alerts for accounts just browsing
Inference Logic
SIGNAL DENSITY
Weighted Intent Score (>70)
High-Value URL Hits (Pricing/Demo)
Persona Count (2+ roles)
Recency Window (<14 days)
CRM Negative Suppression
→
INFERRED STAGE
EVALUATE → VALIDATE
Logic: [Signal Density] + [Role Depth] meets [Stage Gate Threshold]
PLATFORM ON (6sense / Demandbase)
We map platform-native segments to your OS Narrative Stages and automate the movement between DSP line items.
Rule: If Segment = 'Purchase' → Move to Max_Intensity_Proof lane
PLATFORM OFF (CRM / 1st-Party Digital)
We build custom inference rules inside your CRM or BI tool to tag accounts based on web engagement and enrichment data.
Rule: 3+ Pricing hits AND IT_Director detected → Tag: Evaluation_Stage
Artifacts You Receive
- ✓Stage-Gate Definition Matrix (signals per stage)
- ✓Narrative Trigger Map (which gate unlocks which ads)
- ✓Inference Rule Code/Logic (for CRM or Platform)
- ✓Stage Movement Audit Report
Implementation Steps
WK 1
Define Minimum Viable Signals for each buyer journey stage.
WK 2
Build inference rules and automate segment movement in the DSP/Social API.
WK 3
QA narrative continuity; ensure accounts aren't stuck in multiple stages.