firmographic-analysis
Use when interpreting company-level enrichment data to segment accounts, spot buying triggers, and tailor outreach.
What this skill does
# Firmographic Analysis Skill ## When to Use - Prioritizing enriched accounts for GTM plays. - Building segments for ABM, territory planning, or personalized campaigns. - Validating enriched firmographic data quality. ## Framework 1. **Normalize Fields** – ensure industry, size, revenue, region, and funding fields use consistent taxonomies. 2. **Scoring Matrix** – apply ICP scoring (industry fit, employee band, revenue, growth rate). 3. **Trigger Detection** – highlight events like funding, IPO prep, hiring spikes, geographic expansion. 4. **Segment Mapping** – assign each company to journey stages or playbooks (e.g., "High-growth SaaS 200-500"). 5. **Recommendation Output** – produce persona targets, value props, and urgency level per segment. ## Templates - Segment summary table (columns: segment, criteria, TAM, coverage owner, next action). - Trigger event log with timestamps/source, impact rating, and follow-up play. - Messaging workbook mapping persona × segment × proof points for instant enablement pulls. ## Tips - Keep taxonomy dictionaries centrally managed so enrichment jobs and analytics share the same lookups. - Re-score accounts quarterly or after major firmographic events (funding, layoffs) to keep priorities fresh. - Pair quant scores with qualitative notes from AEs/CSMs to avoid over-rotating on enrichment data alone. ---
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