account-qualification

Run accounts through three levels: automated binary screening for hard disqualifiers, enriched FITS scoring across firmographic, intent, technographic, and structural dimensions, then deep qualification briefs for Tier 1 accounts only.

The FITS framework scores accounts out of 100 points: Firmographic fit (25), Intent signals (35), Technographic match (20), and Structural readiness (20). Scores map to tiers from Tier 1 Bullseye (80-100) down to Disqualified (0-19).

Typically 60-80% of a raw list passes Level 1 screening after removing hard disqualifiers like wrong company size, excluded industries, invalid emails, duplicates, and existing customers. From there, roughly 5-10% qualify as Tier 1.

Pause after a full 4-step sequence with no reply and move the account to nurture. Re-engage only with a new signal, such as fresh funding or hiring. Never re-engage a hard 'not interested' on the same angle.

Firmographic-only scoring over-weights static attributes and misses buying timing. A small company actively hiring for your use case often outperforms a large company with no intent signals, so weight recent intent signals higher.