Tiering Philosophy

This defines how leads are scored, tiered, and routed in the proposed GTM engine.

This replaces the undefined tiering logic documented in Tiering Confusion Finding.

The Framework

Leads are scored on two dimensions:

Intent — How engaged is this person/account?
Fit — How well do they match our ICP?

Tier Definitions

Tier	Intent	Fit	Treatment	SLA
1	High	High	BDR direct outreach	4 hours
1	Medium	High	BDR outreach	24 hours
2	High	Medium	Automated + BDR backup	48 hours
2	Medium	Medium	Automated sequence	72 hours
2	Low	High	Nurture sequence	1 week
3	Low	Medium	AI email only	Best effort
DQ	Any	Low	Do not pursue	N/A

Intent Scoring

Intent Signals (Points)

Signal	Points	Decay
Pricing page visit	+20	7 days
Demo request form	+50	14 days
Multiple page visits (5+)	+15	7 days
LinkedIn profile view	+5	3 days
Content download	+10	7 days
Email open (3+)	+5	7 days
Email reply	+30	14 days
Ad click	+10	7 days

Intent Levels

Level	Points	Description
High	40+	Active buying signals
Medium	15-39	Some engagement
Low	0-14	No/minimal signals

Fit Scoring

Fit Criteria

Criterion	High Fit	Medium Fit	Low Fit (DQ)
Company Size	200-5,000 FTE	150-200 or 5,000-7,500	Under 150 or over 7,500
Multi-country	Yes, 3+ countries	2 countries	Single country
Remote/Hybrid	Yes	Partial	Fully in-office
Industry	Target verticals	Adjacent verticals	Excluded verticals
Region	EU, US, APAC	Middle East, LATAM	Sanctioned
Monthly Movements	100+ joiners/mo	50-100	Under 50

Fit Levels

Level	Criteria Met	Description
High	5-6 of 6	Strong ICP match
Medium	3-4 of 6	Partial fit
Low	0-2 of 6	Disqualified

Tier Assignment Logic

Routing Rules

Tier 1 Routing

Tier 2 Routing

Tier 3 Routing

HubSpot Implementation

Properties Required

Property	Type	Values
`intent_score`	Number	0-100
`fit_score`	Dropdown	High, Medium, Low
`lead_tier`	Dropdown	Tier 1, Tier 2, Tier 3, DQ
`tier_assigned_date`	Date	Auto-set
`tier_changed_reason`	Text	For auditing

Workflow Triggers

Trigger	Action
Tier = 1	Notify BDR, start SLA timer
Tier = 2	Enroll in automated sequence
Tier = 3	Enroll in AI sequence
Tier = DQ	Suppress from all sequences

Metrics to Track

Metric	Purpose	Target
Leads per tier	Volume distribution	T1: 10%, T2: 40%, T3: 30%, DQ: 20%
Tier 1 → Meeting	BDR effectiveness	15%+
Tier 2 → Reply	Sequence quality	5%+
Tier 3 → Reply	AI quality	2%+
Tier accuracy	Is tier predictive?	T1 converts 3x T3

Next

Handoff Framework

GTM ↔ BDR boundaries

Sequences

How we engage each tier