# How should we tier target accounts?

Score on fit and on value separately, then tier on the combination. A Tier 1 should mean high fit and high value, not just a big logo. Publish what moves an account between tiers and what triggers a re-score, or the tiers freeze and reps stop trusting them.

Keep the scoring logic in the enrichment layer rather than hard-coded in the CRM, so it can be re-run against fresh data. Feed the tiers into routing, territory and outbound prioritisation — a tier that doesn't change what anyone does is decoration.

## Sources

- **Method** — [Market Map playbook — Score the accounts](https://www.leanscale.team/knowledge/playbooks/market-map-playbook/)

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Cluster: Icp · https://www.leanscale.team/knowledge/answers/account-scoring-tiers/