Turn a pile of accounts into a stack rank with a reason on every row.
“I have a list of accounts and no idea which five to call first.”
Fair across channels, blank fields never scored as zero, with a why behind each account's score.
What this skill does
Reads a list of accounts and gives each one a fit score and a rank, with the reasoning spelled out per account: what pushed it up, what held it back, and what you could not see. It blends many signals into one number without letting the signal you happen to have the most of drown out the ones you have less of. The output is a stack rank you can work top-down, plus a short "why this score" on every row.
Inputs
- Works today with: a list of accounts and whatever signals you already have (domain, size, tech stack, recent hiring, website CTA, product usage, buyer intent). Paste it or upload a CSV.
- More powerful connected to a CRM: it reads your account fields automatically, across the whole list.
- Sharper with enrichment tools: fills the gaps (firmographics, technographics, hiring, contacts) so more signals are present per account.
- Sharper with a product-analytics tool: adds live usage as a boost on accounts already in your product.
How it works
- 1Score modes (pick by lifecycle, never by channel)
Three modes read one signal library: NEW-BUSINESS (accounts you have not sold), EXPANSION (current customers), WIN-BACK (churned accounts). Mode is chosen by commercial state. Channel segments an account inside a mode, it never picks the mode and it is never a scoring input.
- 2Layer 0: gates
Hard caps applied before any ranking. Examples: an email-stack fairness multiplier so an account on a provider that fits your motion is not penalized against one that does not; an ICP disqualifier cap when a hard "not our fit" signal is present; a "no sales-motion fingerprint" cap. Gates answer yes/no questions from the cheapest source first. A DNS MX lookup for the email stack costs nothing and covers every domain, so it beats a paid field.
- 3Layer 1: base rank, renormalized over the signals you have
score = SUM(weight x value x filled) / SUM(weight x filled). Only the signals actually present count toward the denominator, so a missing enrichment field is never scored as a zero. A Coverage stamp caps the score and says so when too little is filled. This is the channel-fair core: every account is ranked on its own present signals, and the highest-fill signal cannot dominate the rest.
- 4Layer 2: escalators (bounded, additive)
Product usage and buyer intent add points on top. They add, they never multiply, because multiplying saturates the ceiling and buries the base rank. Example bands: product usage +6 for a foothold, +12 for real depth; buyer intent +8 for one in-market person, +15 for two or more. Disqualified accounts get their boosts capped low so a gate is never bought back by usage.
- 5Reasoning per account ("why this score")
Every row ships with its evidence in order: the live escalators first (usage, intent, the outreach hook), then the fit case (tech-stack match, hiring, a displaceable competitor, a talk-to-sales CTA), then the qualifiers, then the caveats stated plainly (disqualifier cap, coverage cap, unknown-stack haircut). A score is never delivered without its evidence.
Output format
ICP STACK RANK - 8 accounts
Account Score Tier Why
Acme Corp 92 Hot CRM in stack + hiring 3 sales roles + demo CTA; 12 weekly users
Vertex 78 Warm Right size + hiring; no product usage yet
Blend Labs 64 Watch Fits size band; thin coverage (2 of 6 signals)
Northwind 38 DQ Disqualifier cap: not our motion
Work first (>=90 strike band):
1. Acme Corp. Product foothold plus in-market this week. Lead with the usage hook.
Tips
- No score without its per-component reasoning. Every row explains itself.
- Missing signals are renormalized out, never scored as zero.
- A Coverage stamp rides on every account; a thin account is flagged, not silently ranked next to a fully-enriched one.
- Weights change only through a pre-registered lift test, never a hunch. A new signal enters at weight zero, shadow-scores, earns its weight, then gets promoted.
- Recompute a handful of scores by hand every run; they must match the machine.
Start any analysis without connecting a thing.
Tells you exactly what to hand over, takes it in whatever shape you have, and feeds it to the analyst skill. Connectors optional.
Get a ranked slate of customers to interview.
Scores every paying customer against your ICP and returns a prioritized list with a verdict and reason each.