/firmographic-analysis

name: firmographic-analysis
description: Use when interpreting company-level enrichment data to segment accounts, spot buying triggers, and tailor outreach.

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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