Account Tiering & Segmentation
Build an internal tool that scores and tiers your accounts (A/B/C or strategic/growth/maintain) from your own criteria and assigns a service level and cadence per tier, so reps spend their time on the right accounts - with a manager approval gate and a full audit trail.
Import accounts + a versioned rubric, auto-compute each account's tier with a plain-English explanation, let a manager review and override with a logged reason, then publish tiers + recommended cadence and export a clean CSV your CRM can ingest.
Before you start
- An accounts export (CSV or Google Sheet) with attributes like revenue, industry, size, region, and growth potential
- A tiering rubric: your criteria, their weights, the tier thresholds, and the target cadence per tier
- Free Vercel, Supabase, and Resend accounts (the plan walks you through them)
The problem this kills
Your reps are spending the same energy on a $2k account as a $200k one. The "tiering" lives in a spreadsheet someone built two years ago, nobody remembers the rules, and the A/B/C labels drift every quarter because everyone scores by gut. When a rep asks "why is this account a B?", you don't have a clean answer - and when the manager wants to bump three accounts up, there's no record of who changed what or why.
The result: top accounts get under-served, low-value accounts soak up time, and your account strategy can't survive a single audit or a single new hire.
What you'll build
A small, login-protected web app that turns your tiering into a repeatable, defensible process:
- Import your accounts and your tiering rubric (criteria, weights, thresholds, cadence per tier).
- Score and tier every account automatically - and show why each one landed where it did.
- Review and override - the manager can bump any account up or down, but must log a reason.
- Publish the tiers plus the recommended service level and contact cadence for each account.
- Export a clean CSV in the exact columns your CRM expects - so it's useful even with zero integrations.
Because the rubric is versioned, you can re-run tiering next quarter and prove exactly what changed and why.
What's inside the Implementation Plan
The plan is a single file you paste into Claude Code (a free AI coding assistant). It walks the AI through building the whole tool, step by step, with a ready-to-copy prompt at the end of each step.
It opens by interviewing you about your business. Before any code is written, the plan makes the AI ask about your current tiering process, the systems and spreadsheets you use, the real field names in your accounts export, your typical and peak account counts, your exact weighting and threshold rules, and your messy edge cases (parent/child accounts, new logos with no revenue history, a cap on how many A accounts you allow). It reflects a short tailored spec back to you and waits for your thumbs-up. The tool you get fits your business - not a generic template.
Inside you'll find: the discovery interview, the data model tuned to your fields, the scoring engine with explanations, the manager override + approval gate, the publish step, and the CSV-export fallback path.
The governance it includes (this is the point)
This isn't a throwaway script - it's an internal tool you can stand behind:
- Login so only your team can use it.
- Row-level security so each organization only ever sees its own accounts and rubrics.
- A full audit trail - who imported what, who overrode which tier, the reason, and when.
- A human-in-the-loop approval gate - the AI scores and drafts the tiers, but nothing is published until the manager approves the rubric version and signs off on overrides.
- Duplicate guards - the same account (keyed by account ID) can't be tiered twice, and every tier assignment carries its rubric version so results are reproducible quarter to quarter.
Who it's for
Sales managers and sales/revenue ops who want a defensible, repeatable way to focus the team's attention on the right accounts - and to explain the "why" to reps, leadership, and auditors without reverse-engineering a mystery spreadsheet.
You don't need to know how to code. You need to know your accounts and your rules - the plan and the AI handle the rest.
You've got this - paste the first prompt.