What this automation does: Takes your full account list and uses AI to tier every account into Tier 1/2/3 based on revenue potential, ICP fit, and timing signals — so you start the quarter with a prioritized list instead of figuring it out as you go.
Time saved: 2-4 hours of manual account review per quarter
How to build it
- Export your account list from Salesforce or HubSpot. Include: Company Name, Industry, Size/Revenue, Last Activity Date, Stage, ARR (if existing customer or prior opportunity), any CRM notes.
- Run the tier analysis prompt: "You are a Revenue Operations analyst. Tier these accounts into Tier 1, Tier 2, and Tier 3 based on: revenue potential (larger = higher tier), ICP fit for [YOUR ICP CRITERIA], recency of activity (more recent = higher tier), and deal stage (more advanced = higher tier). For each Tier 1 account, provide a one-sentence reason for the tier and a recommended first action for Q2. [PASTE ACCOUNT LIST]"
- Review and adjust: AI tiering is a starting point. You know context that isn't in the CRM — adjust any accounts where your knowledge differs from the AI's assessment.
- Build your Tier 1 hit list: Tier 1 accounts become your primary focus. Build a Claude Project for each Tier 1 account. Tier 2 goes in a regular cadence. Tier 3 monitors only.
Quarterly cadence
Run this at the start of every quarter. As signals change — new trigger events, deal advancement, competitor displacement — re-tier individual accounts. The list should be a living document, not a set-and-forget.
