Account tiering model

What you get

• A 100-point rubric: 60 points of fit and 40 points of intent, with a scoring rule for every criterion
• Tier rules with a fit minimum, so high-intent accounts outside your ICP cannot jump the queue
• A worked example of five accounts where every score adds up
• A coverage model per tier: owner, motion, and touch expectations
• A rescoring cadence that separates fit changes from intent changes

Who it's for

• •RevOps leads building target account lists for a new year
• •Marketing ops teams aligning ABM programs with sales coverage
• •Sales leaders deciding which accounts get named-rep attention

What's inside

1. 1

   Scoring rubric

   4 columns, 7 worked example rows

2. 2

   Tier rules

   3 columns, 4 worked example rows

3. 3

   Worked example

   12 columns, 5 worked example rows

4. 4

   Reading the example

   Guidance notes

5. 5

   Coverage model by tier

   5 columns, 4 worked example rows

6. 6

   Rolling out the model

   8-point checklist

The preview shows part of section 1. The full template has all 6 sections (5 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Build fit criteria from closed-won, not from the ICP slide

   Pull the last two years of closed-won and churned accounts. Keep only criteria that actually separate them (industry, size band, a tech or process signal). If a criterion does not predict wins or retention, cut it, however sensible it sounds.

2. 2

   Keep fit and intent as separate scores

   Fit says whether you should want the account. Intent says whether now is the time. Blending them into one number lets a noisy intent spike promote a poor-fit account. Store both scores in the CRM, not just the tier.

3. 3

   Enforce the fit gate

   An account below the fit minimum is Tier 4 no matter what its intent score says. Route that intent to marketing nurture, not a rep's calendar.

4. 4

   Size tiers to capacity

   Count how many Tier 1 accounts each rep can genuinely run account plans for. If the model produces more Tier 1 accounts than your reps can cover, raise the threshold. A Tier 1 list nobody works is just a label.

5. 5

   Rescore intent monthly, move tiers quarterly

   Intent changes fast; coverage should not. Refresh scores monthly for visibility but only change tiers (and therefore owners and motions) once a quarter.

Frequently asked questions