Use case · Account research
A research workflow should compress the work a rep would otherwise do across company pages, job boards, technology directories, filings, CRM notes and public statements. Every useful field carries its source and freshness.
Open with something the account can recognize as true.ACCOUNT INTELLIGENCE
Signals that matter here
01Role scope and reporting line
Title alone does not tell you what the person can change.02Stated priority with a date
Use the account's own language when it exists.03Technology and implementation context
A tool name becomes useful when you know how it is used and whether it is changing.04Recent trigger event
A dated event gives the rep a reason for the call.05Confidence and provenance
The rep can distinguish confirmed evidence from inference before repeating it externally.Fields specific to this segment
Data a general-purpose database does not model.
- Scope of ownership
- KPIs and stated priorities
- Company and ownership context
- Stack with detection method
- Source, confidence and freshness
Who you are actually talking to
Buying role changes the message.
Rep
Needs a concise read and an opener.
Manager
Needs to understand why the account was prioritized.
RevOps
Needs evidence that can survive CRM governance.
Data team
Needs field-level provenance and freshness.
When not to call
If a fact cannot be traced to evidence or clearly labelled as inference, it should not be presented as a personalized opener.