--- name: score-accounts description: Score and rank a list of accounts (mixed ZoomInfo company IDs, names, or domains) by ICP fit + buying intent + recent triggers. Returns per-account composite score (0–100), tier (A/B/C), explainable component breakdown (fit / intent / trigger / engagement), a specific "why now" sentence per account, and the working weight set as a saveable search filter set. Resolves name/domain inputs via search_companies with explicit confirmation for ambiguous matches. Iteratively refinable — adjust weights, swap axes, retier, or drill into a specific account. Use for account-based selling, ABM list prioritization, territory planning, sales prospecting prioritization, signal-based selling, buyer intent ranking, B2B prospecting. Triggers on phrases like "score these accounts", "prioritize this list", "rank by ICP fit and intent", "which accounts should I work first", "build a tiered account list". --- # Score Accounts Rank a list of accounts by ICP fit + intent + trigger signals. Calls `get_gtm_context(detailed: true)` unconditionally, resolves mixed-identifier inputs explicitly surfacing ambiguity, scores each account on four axes, and presents both the ranking and the weight set as iteratively-refinable artifacts. ## The bar 1. **Resolution accuracy 100%** — every input auto-resolved / verified / ambiguous / failed. Nothing silently picked. 2. **Every score explainable** — composite is a transparent weighted sum, never an opaque number. 3. **"Why now" cites a specific signal** — not the composite restated. 4. **Every tier comes with a recommended action.** 5. **Weights and axes are exposed and overridable.** Sellers reject black-box scores. Transparency + per-account "why now" are what make this skill trusted. ## Scope Scores **company-level accounts**, not contacts. Persona-aware ranking is a chain target via `personalize-email` after tier-A is produced. ## Input - **Accounts (required)** — list of ZI IDs / company names / domains / mixed CSV. - **Use case (default `prospecting`)** — `prospecting`, `abm`, `territory_planning`, `pipeline_acceleration`. Affects tier thresholds + recommended actions. - **Weight overrides (optional)** — `{fit, intent, trigger, engagement}` summing to 100. - **Tier thresholds (optional)** — `{A, B}`. C is the remainder. - **ICP override (optional)** — natural-language refinement on top of `get_gtm_context.icp`. - **Intent topics (optional)** — explicit list overriding GTM-derived defaults. ## Four-axis framework | Axis | Question | Source | |---|---|---| | **Fit** | Does this match our ICP? | `enrich_companies` vs `get_gtm_context.icp` | | **Intent** | Are they actively researching the topic? | `enrich_intent` with curated topics | | **Trigger** | Fresh event creating a window? | `enrich_news` + `enrich_scoops` (last 90d) | | **Engagement** | Already interacting with us? | `account_research` narrative for known accounts. If absent, weight redistributed. | Each axis 0–100 independently. Composite is the weighted sum — never collapsed to an opaque number. ## Default weights ``` fit: 45% intent: 25% trigger: 25% engagement: 5% (redistributed if unavailable) ``` User overrides accepted. Weights are exposed in every output. Cache per-axis scores; recompute only the composite when weights change. ## Tier thresholds | Tier | Composite | Recommended action | |---|---|---| | **A** | ≥ 75 | Route to AE for 1:1 outreach within 24h. Chain to `personalize-email`. | | **B** | 50–74 | SDR sequence; ABM retargeting; nurture-to-meeting. | | **C** | < 50 | Watchlist; monitor for tier-promotion signals. | Use-case adjustments: `abm` → A=80/B=55 · `territory_planning` keeps defaults · `pipeline_acceleration` → A=65/B=40. ## Workflow ### 1. Pull GTM context (always) `get_gtm_context(detailed: true)`. Capture ICP, personas, competitors, offerings, strategic priorities. ICP = fit-axis target; strategic priorities → intent-topic curation. ### 2. Honor input data first Use user-supplied weights / thresholds / ICP refinements / intent topics. Fall back to GTM defaults only for missing fields. ### 3. Resolve identifiers (four-bucket routing) - **Auto-resolved** — top match dwarfs alternatives. Score without confirmation. - **Verified** — clear top match BUT plausible alternatives exist. Score; surface verification note. - **Ambiguous** — no dominant match. Pause scoring; surface candidates. - **Failed** — no match. List separately. Routing by input type: - **Numeric ZI ID** → auto-resolved. - **Domain** (`.com` / `.io` / `.co` / `.ai`) → `search_companies(companyWebsite)`. Single match → auto-resolved. Multiple → ambiguous. - **Name** → `search_companies(companyName)`. - Top match's size/revenue dwarfs alternatives → auto-resolved. - Clear top but 3+ plausible alternatives → verified with note. - No dominant match → ambiguous. - **No match** → failed. **Surface rule.** Never silently pick a winner. Present top 5 with attributes; ask user to confirm. Use GTM context as soft tiebreaker for `verified` (e.g., a B2B SaaS context defaults an ambiguous name to the SaaS-industry candidate over an unrelated-industry candidate, with a flag). **Domain-confirmation gate (mandatory for high-collision names).** When `search_companies(companyName=X)` returns >100 matches AND no strong GTM tiebreaker exists, require domain confirmation. Surface top match's domain and ask. Never silently auto-pick — cost of getting it wrong is scoring the wrong company entirely. **Duplicate-record detection (mandatory).** If top candidates share the same domain root (e.g., `acmeco.com` and `acmecoinc.com`) AND ≤20% revenue diff AND same metro/country → flag suspected duplicate. Surface both records and offer to union. For signal-heavy workflows, scoring both and unioning is the right default — signals may be split across records. Resolution path must hit 100% accuracy. Score auto-resolved + verified immediately; pause ambiguous; list failed separately. ### 3.5. Relationship-context pre-flight (mandatory) Tag each resolved account against GTM context. Tag visible on the row before the tier letter — sellers see relationship status BEFORE running the play. - **`competitor`** ⚔️ — in `get_gtm_context.competitors`. Don't exclude from ranking (competitive intel matters) but make it impossible to miss visually. - **`customer`** 🤝 — in `get_gtm_context.customers` / `proof_bank`. Shift recommended action to expansion / renewal. - **`partner`** 🔗 — in `get_gtm_context.partners` / `integration_partners`. Shift to co-sell / integration angle. - **`prospect`** — default; no tag. In the row label: `⚔️ [Account] (B 62)`. Skill never silently produces "pursue this competitor" rankings. ### 4. Curate intent topics From `get_gtm_context.strategicPriorities` (or user-supplied list), derive 5–10 topics. `lookup intent-topics fuzzyMatch=` — one call per theme (multi-field fuzzyMatch fails silently). If no topics resolve, set intent weight = 0 and redistribute. ### 5. Fetch data per account (parallel, batched ≤10; chunked for large lists) For each resolved account, in parallel: - `enrich_companies(companyId, fields: industries, employeeCount, revenue, country, metroArea, businessModel, employeeCountByDepartment, foundedYear)`. - `enrich_intent(companyId, topics: curated list, signalScoreMin: 60, signalStartDate: 30d ago, pageSize 25)`. - `enrich_news(zoominfoCompanyId, last 90d, categories: PERSON,MERGER_OR_ACQUISITION,FUNDING,PRODUCT,FINANCIAL_RESULTS, pageSize 15)`. - `enrich_scoops(zoominfoCompanyIds, last 90d, pageSize 10)`. **Hard batch limit: ≤10 concurrent per MCP tool type.** **Batch + context-window discipline.** For lists >25 accounts, process in **chunks of ~25 accounts** end-to-end (resolve → fetch → score → compose row → write chunk → discard raw payloads) before moving to the next chunk. Don't accumulate full raw enrichment payloads for hundreds of accounts in working context — once per-axis scores + the winning trigger event + the winning intent topic are captured per account, drop the rest. For >100-account lists, summarize completed chunks into running totals (tier distribution, top-A list, multi-product anomalies, duplicate-suspected flags, missing-axes counts) and discard the per-account breakdowns from context. Output is built incrementally chunk-by-chunk so a long list doesn't blow context. Skip `account_research` here; fire selectively in §7.5 for tier-A. ### 6. Score each axis **Fit (0–100)** — compare `enrich_companies` to `get_gtm_context.icp`: | Dimension | Max | Banded scoring | |---|---|---| | Industry / sub-industry | 25 | Primary = 25 · secondary = 15 · adjacent = 8 · none = 0 | | Employee count band | 20 | In band = 20 · one off = 12 · two off = 4 · outside = 0 | | Revenue band | 20 | Same banding | | Geography | 15 | ICP country = 15 · in continent = 8 · outside = 0 | | Business model | 10 | B2B/B2C match = 10 · mixed = 5 · mismatch = 0 | | Technographic (optional) | 10 | Uses named tech-stack vendor = 10 · else 0. Verify via `search_contacts` + `techAttributeTagList` if needed. | Cache per account; reuse across weight changes. **Intent (0–100)** — `max(signalScore × audienceStrengthFactor)` from `enrich_intent`. A=1.0 · B=0.85 · C=0.7 · D=0.55 · E=0.4. Cap 100. Record winning topic for "why now." If no data → 0 with "no intent activity in window" flag. **Trigger (0–100)** — for each event in `enrich_news` + `enrich_scoops` (last 90d): ``` event_score = signal_type_weight × recency_factor ``` | Signal type | Weight | |---|---| | M&A, Funding, New CEO/C-suite hire | 95 | | Product launch, Hiring surge, Earnings beat/miss | 75 | | Partnership, New facility | 55 | | Pain-point scoop, Other PERSON moves | 45 | | Generic press release | 25 | Recency: 0-14d=1.0 · 14-30d=0.7 · 30-60d=0.4 · 60-90d=0.2 · >90d=0. Account trigger = `max(event_score)` capped at 100. Record winning event for "why now." **Engagement (0–100)** — if `account_research` returns rich CRM context: active deal/renewal/champion = 80–100 · past meeting/known stakeholder = 40–70 · no history = null. If null, redistribute weight and surface gap. ### 7. Compute composite + assign tier ``` composite = round((fit × w_fit + intent × w_intent + trigger × w_trigger + engagement × w_engagement) / 100) ``` Assign per thresholds. Default A≥75 / B 50–74 / C<50 (use-case overrides apply). ### 7.5. Auto-pull `account_research` on tier-A rows (mandatory) Tier A = "route to AE in 24h." Engagement-axis gap on tier-A is the highest-cost gap to close. For each tier-A account (and ONLY tier-A — cost control): `account_research(zoominfoCompanyId, query="Open opportunities, active deal stages, named champion or blocker, last activity date, renewal timing")`. Parse for: - **Open deal status** — stage, value, next step. - **Renewal date** — surface prominently if within 90 days. - **Named champion / blocker** — source-tag `[from account_research]`. - **Last activity** — flag if >60 days old. Append inline beneath the why-now: ``` | 1 | [Account] | 🤝 A | 84 | ... | [Trigger event] X days ago — [pain-bridge] ↳ Engagement: open deal $XXXk, champion [Name], last activity Xd ago [from account_research] ``` If no CRM history → annotate "no engagement signal — cold open." For tier-B/C: skip — cost-to-value doesn't justify. ### 8. Compose "why now" per account One sentence anchored on the strongest signal: - **Trigger + in-tier fit** → cite event + date. "Closed [counterparty] acquisition 20 days ago." - **High intent** → cite topic + score + recency. "Spiked on '[topic]' (score 92, audience A) over 14 days." - **Strong fit, no fresh signal** → "Perfect-fit ICP — no fresh trigger; pursue on fit alone." - **Engagement-driven** → "Active deal in flight; renewal due in 47 days." - **Strong trigger BUT C-tier (fit mismatch)** → be explicit about routing: "Do not pursue — strong trigger (new CEO 10 days ago) but ICP mismatch ([reason]) keeps this low priority." Don't bury the trigger; surface BOTH signal and recommendation. - **Low signal across all axes** → "Low signal — monitor only." Never restate the composite as the why-now. Always cite the underlying axis driver. ### 9. Self-check before output - ☑ Composite shown with component breakdown (fit / intent / trigger / engagement). - ☑ "Why now" cites a specific signal, not the composite. - ☑ Tier has a recommended next action. - ☑ Weights + axes used exposed. - ☑ Every input bucketed (resolved / ambiguous / failed) — none silently dropped. - ☑ Ambiguous surfaced, not silently picked. - ☑ Stale signals (>90d) contribute 0; not padded. - ☑ Missing axes flagged + weights redistributed transparently. - ☑ Iteration options offered. ### 10. Present + offer iteration 1. Accept ranking; save filter+weight set. 2. **Adjust weights** — re-rank without recomputing axes. 3. **Tighten / loosen tier thresholds.** 4. **Refilter** — remove tier C / specific industries. 5. **Swap ICP** — different ICP definition. 6. **Drill into one account** — chain to `personalize-email`. 7. **Add accounts** — extend list and re-score. Re-execute step 5 only when account list changes. For weight / threshold / ICP changes → recompute from cached axis scores. Terminate when user accepts, saves, or hands off. ## Anti-patterns — fail-fast checklist 1. **Black-box composite** — single number without component breakdown. 2. **"Why now" = composite restated.** 3. **Silent identifier resolution** on ambiguous names. 4. **Fixed weights not exposed.** 5. **Tier without action.** 6. **Stale signal padding** — events >90d contributing. 7. **Generic "why now"** — "good fit" applies to every account. 8. **Ignoring missing axes** — pretending engagement exists when null. 9. **Auto-accepting ambiguous matches.** 10. **No iteration affordance.** ## Fallback rules - **`get_gtm_context` empty** → use user-supplied ICP override; surface gap. - **Intent topics fail to resolve** → intent weight = 0; redistribute. - **`enrich_intent` empty** → score = 0 (real signal, not gap). - **`enrich_news` + `enrich_scoops` both empty** → trigger = 0; flag. - **Engagement unavailable** → weight = 0; redistribute proportionally. - **All axes thin** → tier C "monitor only"; honest. - **Resolution failure** → list separately; never silently drop. Never block ranking on a single missing axis. Never invent data. ## Output Format ### TL;DR — Account Scoring · N accounts · Pass [M] *Use case: [restate]. Weights · Thresholds A≥[X] · B[Y–Z].* **Resolution:** [R resolved · A ambiguous · F failed]. [If A>0: "User confirmation required."] **Tier distribution:** A: x · B: y · C: z. **Top 3:** 1. [Account] (tier · composite) — [why now] 2. ... --- ### Resolution Summary | Input | Resolved To | ZI ID | Confidence | Status | |---|---|---|---|---| `Status` legend: ✅ Auto-resolved · 🔍 Verified · ⚠️ Ambiguous · ❌ Failed. **Ambiguous matches — please confirm:** [list top 5 candidates per ambiguous input with attributes]. ### Ranked Accounts *Sorted by composite descending. Engagement column `–` when redistributed.* | # | Account | Tag | Tier | Composite | Fit | Intent | Trigger | Eng | Why now | ZI ID | (Tier-A rows also carry an "↳ Engagement: ..." sub-line from §7.5.) ### Weights & Axes Used ``` fit: [%] intent: [%] trigger: [%] engagement: [%] (redistributed if axis unavailable) ``` **Axes missing this run:** [list, or "none"]. ### Recommended Actions per Tier - **Tier A** — Route to AE for 1:1 outreach within 24h. Chain to `personalize-email`. - **Tier B** — SDR sequence; ABM retargeting; cadence with the why-now as opener. - **Tier C** — Monitor; re-score weekly. ### Iteration Options 1. Accept ranking; save filter+weight set. 2. Adjust weights. 3. Tighten thresholds. 4. Refilter. 5. Swap ICP. 6. Drill into one account. 7. Add accounts. ### Caveats (when relevant) - **Ambiguous pending** — N accounts not yet scored. - **Failed resolutions** — N inputs had no match. - **Engagement axis unavailable** — surface per-account (`no CRM signal — consider cross-check`) for each tier-A row. - **Intent topic curation per-tenant** — if <50% of curated topics resolve, intent axis is configuration-gap, not signal-absent. - **Intent thin** — <3 topics resolved; intent directional. - **Stale-signal cliff** — N accounts' best trigger >60d old. - **Edge-of-recency** — N trigger events 80–90d. - **GTM-context gap** — `icp` sparse; fit-axis precision reduced. ### Final Filter + Weight Set (on accept) ```json { "icp": { /* GTM ICP or user override */ }, "weights": {"fit": 45, "intent": 25, "trigger": 25, "engagement": 5}, "tier_thresholds": {"A": 75, "B": 50}, "intent_topics": ["..."], "use_case": "prospecting", "_meta": {"account_count": ..., "tier_distribution": {...}, "axes_missing": [...], "pass_count": ...} } ``` ### Chain Targets - `personalize-email` per tier-A contact → grounded in the same "why now" signal. - `build-list` to extend the universe. - `find-similar` on a tier-A seed. - `tam-sizer` with this filter set to confirm universe size.