account-selection

# Account Selection & Tiering ## Overview Account selection is the hardest part of ABM. Pick wrong and you waste 6 months. Pick right and you 3x your close rate. This skill builds a weighted scoring model to tier your TAM into Strategic, Scale, and Programmatic accounts. ## Authoritative Foundations - **TOPO Account Selection** — Named methodology governing recommendations in this skill's process. - **WbD ICP Framework** — Named methodology governing recommendations in this skill's process. - **ITSMA — Account-Based Marketing** — Tier-based ABM (1:1 / 1:few / 1:many); measure pipeline from target accounts, not lead volume. - **Lars Nilsson (Cloudera/Snowflake) — ABSD signal-based account selection** — ABSD signal-based account selection ## When to Use - "Which accounts should we target?" - "Tier our target account list" - "Build an account scoring model" - "Prioritize our TAM for ABM" ## Step-by-Step Process ### Phase 1: Build Scoring Model Weight each dimension (must total 100 points): **Firmographic Fit (35 pts):** - Industry match (0-10): Direct ICP industry = 10, adjacent = 5, outside = 2 - Employee count (0-10): In sweet spot = 10, near = 5, outside = 2 - Revenue range (0-10): In sweet spot = 10, near = 5, outside = 2 - Geography (0-5): Target region = 5, acceptable = 3, outside = 1 **Technographic Fit (25 pts):** - Current tech stack (0-15): Complementary tools present = 15, some = 8, none = 2 - Integration potential (0-10): High integration value = 10, medium =...