Docs

Account Tier Intelligence

Question it answers: Which accounts deserve expansion effort, which need attention to prevent churn, and which are dead weight?
Cadence: Monthly
GTM owner: Rev Ops

Data sources

Internal: deal_qualification.outcome_score and outcome_band for current open deals — the forward-looking close likelihood. deals for deal history: total value, count of deals, stage, deal age. interactions per account — volume, recency, sentiment trend. Specifically interaction_purpose to distinguish customer conversations from prospect ones.

External: external_search { action: enrich_company } on the top and bottom accounts — to understand growth trajectory, headcount changes, and any market signals (funding, leadership change, M&A activity) that would affect expansion or churn likelihood.

Living Document

A monthly account tiering report that categorizes every material account and recommends action. Sections:

  • Tier definitions — how accounts are being scored this run (score inputs, weights)
  • Tier 1 — Expand — accounts with high outcome_score on open deals, high interaction volume, positive sentiment trend, strong market signals. These get AE + CS attention now.
  • Tier 2 — Nurture — accounts with medium scores, moderate engagement. Not ready to push, but shouldn't go cold.
  • Tier 3 — Watch — accounts with declining interaction volume, negative sentiment signals, or stagnant deals. At risk.
  • Tier 4 — Triage — accounts with very low scores, minimal engagement, or long-stagnant deals. Needs a hard look.
  • Notable changes since last month — accounts that moved tiers, with the signal that drove the change
  • Recommended account prioritization — a ranked list for AEs of where to spend time this month

Page

A live account-tier view that reps and managers can reference between monthly reports.

Stats row:

  • Total active accounts
  • Accounts in Tier 1 (expand)
  • Accounts in Tier 3–4 (at risk / triage)

Pie chart: Account distribution by tier.

Table — All accounts: One row per account — company, tier, outcome_score, outcome_band, open deal value, interaction count (last 30 days), last touch date, avg sentiment. Sortable. Color-coded by tier.

Line chart: Interaction volume trend over the last 8 weeks, broken out by tier — shows whether at-risk accounts are genuinely cooling off.

Bar chart: Average outcome_score by tier — confirms the tier model is well-separated.