Account tiering

Bucketing target accounts into priority tiers (A, B, C) based on fit, intent, and strategic value to allocate SDR and AE time.

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Frequently asked questions

How many tiers should a target list have?
Three is the sweet spot. More than three creates handoff confusion ("is this a B-plus or a C?"). Two doesn't give SDR managers enough resolution to allocate time.
What's the cost of bad tiering?
SDRs work Tier B accounts as if they're Tier A, which means the top 20 percent of accounts get only 40 percent of attention. Total bookings drop measurably. Most teams see 15 to 25 percent of pipeline coming from accounts that shouldn't have been worked at all.
How often should tiers be re-cut?
Quarterly is right for stable categories. In a fast-moving market or after a major product change, do it monthly until the new model stabilizes. SDRs should never wonder if their list is fresh.
Does account tiering apply to inbound leads too?
Yes. Lead-to-account matching plus tier should determine which inbound leads get a same-day call vs which sit in a marketing nurture. Inbound from a Tier C account is not the same as inbound from a Tier A.
How is tiering different from segmentation?
Segmentation is descriptive ("mid-market fintech in EMEA"); tiering is prescriptive ("work this list first"). Both matter, but they answer different questions.