Finding: Tiering Logic (Now Defined)
Status: ✅ ResolvedTiering logic has been clarified. Tiers are assigned at the account level based on qualification segments.
How Tiering Actually Works
Tiering is done at the account level, not the lead/contact level. The process is:- Account Qualification — Determine if the account qualifies based on segment
- Contact Discovery — For qualified accounts, search for Champions and Economic Buyers
- Sequence Assignment — Based on the contacts found, put them in different sequences
Account Qualification Segments
An account is qualified based on which of these four segments it falls into:Tiering Flow
Contact Discovery Process
Once an account is qualified, the next step is finding the right contacts:Sequence Assignment Logic
Based on segment + contact type:Key Insight
The previous confusion was because people were thinking of tiering at the lead level. In reality:- Tiering happens at the account level
- Segments determine qualification
- Contacts (Champions/EBs) determine sequence assignment
What Changed
Implementation
Account Properties
Workflow Logic
- Enrich account → Determine segment
- Segment determines if qualified
- If qualified → Search Sales Nav for Champions + Economic Buyers
- Based on contacts found → Assign tier → Enroll in sequences
Metrics to Track
Next
Data Drop-Off
The 82% data loss problem
Tiering Philosophy
Full tiering framework