Account Tiering
Also: Account TiersTiered Accounts
Ranking target accounts into tiers by fit and value so you can match effort and investment to opportunity.
Why it matters
Not all target accounts deserve equal effort. Tiering sorts them, typically into a small set of high-value accounts that warrant bespoke attention and larger groups that get lighter, more scalable treatment. It is how account-based programmes allocate finite resources sensibly.
What good looks like
A common structure is a tightly chosen tier one for one-to-one effort, a tier two for one-to-few, and a tier three for one-to-many. The tiers should reflect both fit and potential value, and the highest tier should be small enough to actually personalise.
Related terms
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