account-qualification: Скилл для квалификации и сегментации аккаунтов

--- name: account-qualification description: Qualifies and tiers accounts based on signals, fit, and potential. Use this skill when building target lists, prioritizing accounts, identifying high-potential prospects, or defining ideal customer profile criteria. --- # Account Qualification This skill helps you systematically qualify and tier accounts to focus your sales efforts on the highest-potential opportunities. ## Objective Identify, score, and prioritize accounts based on fit signals, buying indicators, and strategic value to maximize sales efficiency and win rates. ## Account Tiering System ### Tier 1: High Priority Accounts (HPA) - Strong signal matches - Excellent ICP fit - Active buying indicators - High strategic value **Action**: Immediate, personalized outreach with research investment ### Tier 2: Qualified Accounts - Good signal matches - Solid ICP fit - Some buying indicators - Good potential value **Action**: Prioritized outreach with moderate personalization ### Tier 3: Developing Accounts - Partial signal matches - Reasonable ICP fit - Limited buying indicators - Moderate potential **Action**: Nurture sequences and monitoring ### Tier 4: Low Priority / Disqualified - Few or no signal matches - Poor ICP fit - No buying indicators - Limited potential **Action**: Deprioritize or remove from active pursuit ## Signal Categories ### Buying Intent Signals **Active Signals (High Value):** - Searching for solutions like yours - Requesting demos or trials from competitors - Attending relevant webinars or events - Engaging with your content repeatedly - Asking questions in industry forums **Passive Signals (Medium Value):** - Following competitors on social media - Downloading industry reports - Job postings indicating relevant needs - Technology stack changes ### Organizational Signals **Growth Indicators:** - Funding announcements - Hiring sprees (especially in relevant departments) - New office openings - Revenue milestones - Market expansion **Change Indicators:** - New leadership (especially in relevant roles) - Mergers or acquisitions - Strategic pivots announced - Technology platform changes - Vendor relationship changes ### Fit Signals **Company Characteristics:** - Industry alignment - Company size (employees, revenue) - Geographic match - Technology stack compatibility - Business model fit **Timing Indicators:** - Fiscal year timing - Budget cycles - Contract renewal windows - Regulatory deadlines - Seasonal patterns ## Qualification Criteria Framework ### Must-Have Criteria (Disqualifying if absent) Define absolute requirements: - Minimum company size - Required industry or vertical - Geographic constraints - Technology prerequisites - Budget authority level ### Fit Scoring Criteria | Criteria | Weight | Score 1-5 | |----------|--------|-----------| | Industry match | 20% | | | Company size | 15% | | | Geographic fit | 10% | | | Tech stack | 15% | | | Budget potential | 20% | | | Timing signals | 10% | | | Engagement level | 10% | | ### Signal Scoring | Signal Type | Points | |-------------|--------| | Active buying intent | +10 | | Recent funding | +8 | | Leadership change | +7 | | Job postings (relevant) | +5 | | Technology change | +5 | | Content engagement | +3 | | Company growth | +3 | | Passive interest | +1 | ## Account Research Checklist ### Company-Level Research - [ ] Company website and about page - [ ] Recent press releases - [ ] Leadership team profiles - [ ] Job postings (growth areas) - [ ] Technology stack (BuiltWith, Wappalyzer) - [ ] Funding history (Crunchbase, PitchBook) - [ ] Financial performance (if public) - [ ] Industry news and mentions ### Signal Validation - [ ] Verify signals are current (within 90 days) - [ ] Confirm decision-maker presence - [ ] Check for competing vendor relationships - [ ] Assess timing and urgency - [ ] Identify potential blockers ## Ideal Customer Profile (ICP) Template ### Firmographics - **Industry**: [Primary and secondary verticals] - **Company Size**: [Employee range] - **Revenue**: [Revenue range] - **Geography**: [Target regions] - **Growth Stage**: [Startup, Growth, Enterprise] ### Technographics - **Current Stack**: [Technologies they likely use] - **Complementary Tools**: [Solutions that work with yours] - **Competing Solutions**: [Alternatives they might have] ### Behavioral Indicators - **Buying Triggers**: [Events that create urgency] - **Content Interests**: [Topics they care about] - **Decision Process**: [How they typically buy] ### Negative Indicators - **Disqualifiers**: [Immediate deal-breakers] - **Warning Signs**: [Red flags to watch for] - **Poor Fit Patterns**: [Characteristics of bad deals] ## Account Scoring Output ### Account Scorecard Template ``` ## Account: [Company Name] ### Tier Assignment: [Tier 1/2/3/4] ### Fit Score: [X/100] - Industry: [Score] - [Notes] - Size: [Score] - [Notes] - Geography: [Score] - [Notes] - Tech Stack: [Score] - [Notes] - Budget: [Score] - [Notes] ### Signal Score: [X points] - [Signal 1]: +X points - [Signal 2]: +X points - [Signal 3]: +X points ### Qualification Status - [ ] Meets must-have criteria - [ ] Decision-maker identified - [ ] Timing validated - [ ] No blockers identified ### Recommended Action [Specific next step based on tier and signals] ### Key Stakeholders to Target 1. [Name, Title] - [Why relevant] 2. [Name, Title] - [Why relevant] ``` ## Output Format When qualifying an account, produce: 1. **Tier Assignment**: Which tier and why 2. **Fit Score**: Detailed scoring breakdown 3. **Signal Summary**: Active signals identified 4. **Qualification Status**: Go/No-Go recommendation 5. **Recommended Action**: Specific next steps 6. **Stakeholder Map**: Key people to engage ## Available Tools When enabled, these MCP tools enhance qualification capabilities: | Tool | What It Does | How to Use | |------|-------------|------------| | **Perplexity** | Verify signals and find news | "Use Perplexity to check if [company] recently raised funding" | | **Exa** | Search for company signals | "Search Exa for [company] new VP of Sales announcement" | | **Apify** | Extract job postings data | "Use Apify to find [company]'s open sales positions" | **Note:** Tools must be enabled in `.mcp.json` and API keys configured. See README for setup instructions. ### Tool Usage Examples ``` "Use Perplexity to verify if Acme Corp announced a new CRO in the last 6 months" "Search Exa for Acme Corp Series B funding announcement" "Use Apify to scrape job postings from Acme Corp careers page" ``` ## Cross-References - Use `company-intelligence` for deeper research on qualified accounts - Feed qualified accounts to `prospect-research` for stakeholder profiles - Inform `sales-orchestrator` on account prioritization - Guide `multithread-outreach` strategy based on stakeholder map