Signal Intel

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

1. Intent Platforms – Bombora, 6sense, ZoomInfo (topics, spike scores, recency).
2. Product Usage – PQL metrics, feature adoption, seat utilization, idle license detection.
3. Engagement – email/web activity, event attendance, community participation, SDR/AE touchpoints.
4. Commercial – opp stages, renewal windows, open tickets, expansion likelihood.
5. External Events – hiring, funding, tech stack changes, executive moves, news.

Framework

1. Normalize identifiers (domain, account ID) across sources.
2. Define scoring rules per signal category with decay functions.
3. Build alerts/automations (Slack, email, CRM tasks, MAP triggers).
4. Feed prioritized lists into plays (target-accounts, plan-plays, monitor-abm).
5. 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.