By name: signal-scoring description: Scans territory for buying signals, weights by ICP tier, and surfaces a prioritized action list. Trigger with "score my territory", "territory health", "what's hot this week", "prioritize my accounts", "rank my accounts", or "where should I focus". version: 1.0.0
Signal Scoring
Purpose: Surface the right accounts at the right time. Not all signals are equal. ICP tier × signal urgency = prioritization.
Input: memory/icp-matrix.md (tier weights) + web research per account + existing research files
Output: memory/territory-signals.md — overwrite with each run
STEP 0 — Confirm Scope
- Full territory sweep: "Score my territory" or "What's hot this week?" → Run signal scan across all Tier 1 and Tier 2 accounts from icp-matrix.md
- Single account: "Score signals for [company]" → Run signal scan for that account only
STEP 1 — Load ICP Tiers
Read memory/icp-matrix.md → extract the Account Tiers table.
If icp-matrix.md doesn't exist → run icp-matrix-builder first, then return here.
Tier weighting for signal priority:
- Tier 1 (score 80+): All signals = urgent
- Tier 2 (score 60–79): All signals = high
- Tier 3 (score 40–59): Only strong signals (score 15+) = medium
- Tier 4 (below 40): Only hiring surge or funding (score 20+) = low
STEP 2 — Scan for Signals
For Tier 1 and Tier 2 accounts, run fresh web research.
If ~~web research is connected, per account run:
"{Company} news announcement 2026"
"{Company} hiring {seller's solution category} engineer 2026"
"{Company} funding investment 2026"
"{Company} leadership change CTO VP 2026"
If not: use built-in web search with the same queries.
Also check existing research files:
accounts/{account}/research/ → read latest file for signals already captured.
STEP 3 — Signal Taxonomy and Scoring
For each signal found, score it:
| Signal Type | Base Score | Urgency Window | Why It Matters |
|---|---|---|---|
| Funding round (Series A+) | 22 | 0–60 days | New budget, new mandate |
| Leadership change (CTO/VP/Architect hired) | 20 | 0–90 days | New leader evaluates everything in first 90 days |
| Active hiring surge (5+ relevant roles) | 18 | 0–60 days | Growth = new projects = new spend |
| Product launch announced | 18 | 0–30 days | Creates immediate tech decisions |
| Contract renewal timing (if known) | 20 | 60–90 days before | Evaluation window |
| Competitor product gap announced | 17 | 0–45 days | Window to position |
| Reorg / restructuring news | 15 | 0–60 days | Change = evaluation opportunities |
| Conference speaking appearance | 14 | 0–30 days before | Warm outreach referencing their talk |
| Engineering blog post about relevant pain | 14 | 0–21 days | Author = warm outreach target |
| Job posting mentioning pain/competitor tool | 13 | While posting exists | Architecture decision in progress |
| Expansion to new market / geo | 12 | 0–90 days | New operations = new systems |
| New partnership announced | 10 | 0–60 days | May change stack |
Apply ICP tier multiplier:
- Tier 1: score × 1.3
- Tier 2: score × 1.0
- Tier 3: score × 0.7
- Tier 4: score × 0.4
Final signal score = base × tier multiplier
STEP 4 — Build Territory Health Snapshot
# Territory Signals — {YYYY-MM-DD}
## Priority Queue (score 18+, Tier 1-2 accounts)
| Account | Tier | Signal | Signal Score | Urgency Window | Recommended Action |
|---------|------|--------|-------------|----------------|-------------------|
## Watch List (score 12–17)
| Account | Tier | Signal | Score | Window | Notes |
|---------|------|--------|-------|--------|-------|
## Territory Health
| Metric | Count |
|--------|-------|
| Total accounts tracked | |
| Tier 1 accounts | |
| Tier 2 accounts | |
| Active signals (score 12+) | |
| Hot signals (score 18+) | |
| Accounts with no recent signal | |
## Recommended Focus This Week
1. [Account — Signal — Specific action]
2. [Account — Signal — Action]
3. [Account — Signal — Action]
STEP 5 — Save
Save to: memory/territory-signals.md (overwrite — current-state snapshot)
Quality Gates
- ICP tiers loaded from memory/icp-matrix.md
- At least Tier 1 + Tier 2 accounts scanned
- Signal scores calculated with tier multiplier applied
- Priority queue (score 18+) complete
- Territory health metrics calculated
- Recommended actions are specific (not generic "reach out")
- Output saved to memory/territory-signals.md