Ideal Customer Profiles
Part of Outbound account prioritisation
Ranking accounts by fit and timely relevance
Compare offer fit with a dated reason to investigate now, without turning a signal into a buying-intent claim.
Rank eligible outbound accounts on two separate questions: how well does the organisation fit the current offer, and is there a checked reason to investigate its situation now? A recent event cannot repair a confirmed mismatch. Strong fit alone does not make an approach timely.
Assess fit against the offer
Use the offer's actual requirements and the account facts available. Record the source and date of each material fact. If a required capability is confirmed absent, exclude the account for this offer. If a decisive condition is unknown, hold it for a check before ranking it as ready.
For accounts that remain eligible, describe the conditions that matter to delivery or value. “The organisation uses the process this offer addresses; system compatibility remains unknown” gives a colleague a clearer decision than “good fit”.
Assess relevance now
Look for a dated observation that connects to work the offer could address: a stated plan, a question the account asked or an agreed review point. Record what was observed, then label the possible implication as an interpretation.
A company announcing another location may give a supplier a question about coordination across sites. It does not establish a problem, budget or buying date.
An undated third-party intent label without an inspectable underlying event is too thin to determine priority. Check its basis before treating it as evidence. A label is not the buyer's stated intention.
Tracking Relevance Signals Over Time
- Interpretation: Potential need for cross-site coordination
- Needs further investigation
- Third-party intent label without inspectable event
- Undated
- Action: Verify basis before treating as evidence
- Pending
Make a decision without false precision
| Offer fit | Checked relevance now | Treatment |
|---|---|---|
| Strong or plausible, with no decisive condition unresolved | Specific and current | Consider for the active queue, subject to ownership and contact checks. |
| Strong or plausible, with no decisive condition unresolved | No current reason | Keep eligible in reserve. |
| Decisive condition unknown | Any signal | Hold for that condition check. |
| Confirmed mismatch | Any signal | Exclude for this offer and record why. |
The table is a decision aid, not a predictive score. If two eligible accounts compete for the same time, prefer the one with a clearer next question and a person responsible for resolving it.
Record the fit basis, dated observation, interpretation, material unknown and next check. Revisit the order when new information changes any of them.
Ranking an account does not authorise a message to a person; contact permission is covered separately.
Assessing Account Fit vs. Timely Relevance
- Offer fit: Strong or plausible, no decisive condition unresolved
- Yes
- Checked relevance now: Specific and current
- Yes
- Treatment
- Consider for active queue (subject to ownership and contact checks)
- Offer fit: Strong or plausible, no decisive condition unresolved
- Yes
- Checked relevance now: No current reason
- No
- Treatment
- Keep eligible in reserve
- Decisive condition unknown
- Yes
- Any signal
- Yes
- Treatment
- Hold for condition check
- Confirmed mismatch
- Yes
- Any signal
- Yes
- Treatment
- Exclude for this offer; record reason
