Signal Intelligence Systems Skill
When to Use
- Monitoring account readiness for ABM plays.
- Prioritizing SDR/AE follow-up based on live engagement.
- Coordinating signal-based automations (ads suppression, nurture routing, sales alerts).
Signal Sources
- Intent Platforms – Bombora, 6sense, ZoomInfo (topics, spike scores, recency).
- Product Usage – PQL metrics, feature adoption, seat utilization, idle license detection.
- Engagement – email/web activity, event attendance, community participation, SDR/AE touchpoints.
- Commercial – opp stages, renewal windows, open tickets, expansion likelihood.
- External Events – hiring, funding, tech stack changes, executive moves, news.
Framework
- Normalize identifiers (domain, account ID) across sources.
- Define scoring rules per signal category with decay functions.
- Build alerts/automations (Slack, email, CRM tasks, MAP triggers).
- Feed prioritized lists into plays (target-accounts, plan-plays, monitor-abm).
- Log outcomes to refine weighting and ROI.
Templates
- Signal scoring worksheet (source, weight, freshness, trigger threshold).
- Alert matrix (signal → delivery channel → owner → SLA).
- Data dictionary for dashboards/warehouse models.
Tips
- Combine at least two signal types before triggering high-effort plays.
- Store historical signal snapshots to correlate with pipeline impact.
- Align privacy/compliance flags with marketing automation + CRM suppression rules.