sepivip/crm-workflows/account-tiering

Account Tiering

Outcome

Explainable account tiers that support coverage decisions while exposing missing data and tradeoffs.

CRM-neutral operating contract

• Discover available CRM, communication, calendar, knowledge, and file capabilities before choosing a retrieval plan. If no live CRM is available, use user-supplied exports when that still satisfies the request; never imply a live write is possible.
• Map records by meaning, not vendor labels: organization, person, lead, opportunity, activity, product, service record, user or team, and knowledge item. Inspect schemas and custom fields, preserve native IDs, stages, currencies, timezones, and fiscal periods.
• Keep observed facts, derived conclusions, and missing information distinct. Anchor consequential claims to record IDs, fields, timestamps, or named sources, and state access or freshness limits.
• Start read-only. Before creating, updating, assigning, sending, or scheduling, show the exact proposed action and obtain confirmation unless the current request already authorized that exact mutation.
• Obey connected-system permissions, resolve ambiguous records or people instead of guessing, check for duplicates before creation, and report partial failures without repeated retries.

Workflow

1. Resolve the user, target records, requested scope, reporting window, timezone, and business objective. Ask only for missing details that materially change the result.
2. Retrieve the minimum authorized evidence needed from the following inputs: Candidate accounts, business objective, eligibility rules, firmographic fit, current value, growth potential, engagement, cost-to-serve, territory, and capacity data.
3. Normalize relevant entities and fields while retaining native record identifiers and source timestamps.
4. Apply the analysis rules below. When evidence conflicts, show the conflict rather than averaging it away.
5. Deliver the required output in a compact form suited to the scope. Put urgent or decision-relevant items first.

Analysis rules

1. Confirm the purpose of tiering because prospecting, retention, and expansion require different criteria.
2. Define eligibility, factors, weights, normalization, missing-data treatment, and tie-breaking before scoring.
3. Run sensitivity checks for material weights and identify accounts whose tier depends on weak or stale data.
4. Keep protected traits and unjustified proxies out of the model; do not equate low engagement with low potential automatically.

Required output

• Tiering design
• Account tier table with factor contributions
• Missing-data and sensitivity flags
• Coverage implications
• Review cadence

Actions and boundaries

Show proposed tier changes and obtain confirmation before bulk or individual record updates.