Account-level engagement is a stronger signal than any single user

A 0 to 100 score per account from how many different people were active in the last 14 days, where three or more is a strong signal, the total feature events across them, whether any look like decision makers by title or email pattern, and how deeply the team uses it. 70 and above counts as qualified, updated daily and whenever someone new signs up from the domain.

Accounts that crossed 70 in the last 14 days with no open deal and no AE engaged in the last 60 days. Existing paying customers are left out, because expansion is a different play.

On crossing 70 it refreshes the account's firmographics, technographics and decision maker contacts, writes a summary of who is active, what each of them uses, who can sign, the headcount and the ICP fit, creates a high priority task to open a deal and start outreach with that attached, and notifies the AE and their manager in Slack. Only accounts matching your ICP fire.

Accounts crossing the threshold each month, how long AEs take to open a deal, conversion to deals and to meetings, the ARR behind them, and how they compare with cold sourced deals on win rate and cycle time.