Abm Intelligence

Teqfocus ABM Intelligence Skill

This skill governs all account research and intelligence production for Teqfocus ABM campaigns. Its output — the Account Intelligence Brief — is the foundation every other campaign asset is built on. Never build a microsite, email sequence, or LinkedIn campaign for a named account without running this skill first.

How to Use This Skill

1. Read this SKILL.md fully before researching any account
2. Confirm inputs from the Brief Intake (Section 2)
3. Run web research using available search tools — do not rely on memory alone
4. Produce the Account Intelligence Brief using the template in Section 3
5. Output the Messaging Matrix using Section 4
6. Flag gaps clearly — never invent company-specific details

Reference Files

Section 1: What Good Account Intelligence Looks Like

The test: After reading the brief, a senior Teqfocus person who has never heard of this company should be able to walk into a first call and say something specific, credible, and relevant about this company's situation — without it sounding Googled.

What it is NOT:

• A Wikipedia summary of the company
• A list of their products and services
• Generic industry pain copy-pasted from the industry playbook
• Anything that could apply to 10 other companies in the same sector

What it IS:

• The specific trigger or signal that brought them into scope
• What is happening at this company RIGHT NOW that makes Teqfocus relevant
• Who in the buying group has the most pain, and what that pain costs them
• The single strongest entry point for Teqfocus — not all possible angles

Section 2: Intake Checklist

If trigger signal is missing — research it. Check: recent news, job postings, leadership changes, earnings calls, press releases, tech stack signals (LinkedIn, Builtwith, G2), and industry-specific headwinds for their sector.

Section 3: Account Intelligence Brief Template

Produce this for every Tier 1 and Tier 2 account. Tier 3 uses the industry playbook only — no company-specific research needed.

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TEQFOCUS ACCOUNT INTELLIGENCE BRIEF
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COMPANY:          [Name]
INDUSTRY:         [Sector]
SIZE:             [Employees / Revenue band]
HQ:               [City, Country]
TEQFOCUS FIT:     [Primary service line(s)]
ACCOUNT TIER:     [1 / 2 / 3]
BRIEF DATE:       [Date]

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1. TRIGGER SIGNAL — Why now?
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[2–3 sentences. The specific, observable signal that makes this account
relevant RIGHT NOW. Not "they are a healthcare company." Something like:
"Apollo Hospitals announced a $200M digital transformation initiative in
Q4 2024 and posted 14 data engineering roles in the last 60 days, signalling
active infrastructure build-out." Source every claim. Flag if inferred.]

SOURCE: [URL or "inferred from job postings / industry context"]

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2. COMPANY SITUATION
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[3–4 sentences. What is this company dealing with that is relevant to
Teqfocus? Focus on the operational or strategic challenge — not their
business model. Connect to the industry playbook pain but make it specific
to this company's scale, structure, or recent moves.]

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3. KNOWN TECH STACK
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CRM:           [Salesforce / Dynamics / HubSpot / Unknown]
Data Platform: [Snowflake / Databricks / Redshift / Unknown]
Cloud:         [AWS / Azure / GCP / Unknown]
BI/Analytics:  [Tableau / Power BI / Looker / Unknown]
Other signals: [Any relevant tools from job postings, G2, Builtwith]

[Note: flag everything as "confirmed" or "inferred from job postings/signals"]

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4. BUYING GROUP MAP
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[List the likely buying group based on the service focus and company size.
For each: Title → Name if known → Their specific pain → Their likely
objection → Best entry point for Teqfocus]

PRIMARY BUYER (Economic):
  Title:         [e.g. CIO]
  Name:          [If known — else "Unknown"]
  Pain:          [Specific to this company's situation]
  Objection:     [Most likely objection for this persona]
  Entry Point:   [How Teqfocus earns credibility with them]

CHAMPION (Technical):
  Title:         [e.g. VP of Data Engineering]
  Name:          [If known]
  Pain:          [Specific]
  Entry Point:   [Technical proof, architecture depth]

INFLUENCER (Business):
  Title:         [e.g. VP of Sales / Head of Operations]
  Name:          [If known]
  Pain:          [Business impact framing]
  Entry Point:   [Outcome metrics, 90-day value]

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5. TEQFOCUS FIT ASSESSMENT
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PRIMARY SERVICE FIT:   [Service line most relevant — and why]
SECONDARY FIT:         [Next most relevant service line]
CASE STUDY MATCH:      [Which industry/vertical case study to use]
COMPETITOR RISK:       [Who are they likely talking to — and why]
DEAL SIZE ESTIMATE:    [Small <$100K / Mid $100K–$500K / Large $500K+]

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6. RECOMMENDED CAMPAIGN ANGLE
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ENTRY POINT:     [The single strongest hook for this account]
LEAD WITH:       [Pain / Trigger / Proof / Partner angle]
CTA TYPE:        [Discovery call / Architecture review / AI readiness
                  workshop / Data readiness review / CRM health check]
MICROSITE ANGLE: [The headline concept for the account microsite]
NAMED CASE STUDY:[Customer name + industry to drop in this campaign]

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GAPS / FLAGS
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[List anything that couldn't be confirmed, needs user input, or should
be verified before campaign launch. Never leave this section empty —
always be explicit about what is inferred vs. confirmed.]
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Section 4: Messaging Matrix

After the brief, produce this matrix. It drives every asset in the campaign pack.

MESSAGING MATRIX — [COMPANY NAME]

┌─────────────┬──────────────────────────────┬─────────────────────────────┬──────────────────────────┐
│ PERSONA     │ THEIR SPECIFIC PAIN          │ TEQFOCUS VALUE PROP         │ PROOF TO NAME-DROP       │
├─────────────┼──────────────────────────────┼─────────────────────────────┼──────────────────────────┤
│ CIO / CTO   │ [Company-specific — not      │ [Specific to their tech      │ [Named customer in same  │
│             │  generic industry pain]       │  stack and situation]        │  industry + outcome]     │
├─────────────┼──────────────────────────────┼─────────────────────────────┼──────────────────────────┤
│ CDO / Data  │ [Their AI/data specific      │ [Data + AI layer specific]   │ [Case study most         │
│             │  pain at this company]        │                             │  relevant to CDO pain]   │
├─────────────┼──────────────────────────────┼─────────────────────────────┼──────────────────────────┤
│ RevOps /    │ [CRM / ops pain specific     │ [Salesforce outcome angle]   │ [RevOps-relevant proof]  │
│ VP Sales    │  to their scale/stage]        │                             │                          │
└─────────────┴──────────────────────────────┴─────────────────────────────┴──────────────────────────┘

CAMPAIGN ENTRY POINT: [Which persona to lead with and why]
STRONGEST HOOK:       [The single most compelling angle for this account]

Section 5: Account Tiering Rules

Promote to Tier 1 if: Active job postings for roles Teqfocus serves, recent leadership change (new CIO/CDO), press release about digital transformation, earnings pressure related to efficiency/AI, or known competitive displacement (Salesforce migration, data platform consolidation).

Section 6: Competitor Risk Flags

When the brief reveals a competitor risk, flag it explicitly and note the wedge.

Section 6: Intent Signal Scoring Framework

Score each account by intent signal volume and recency:

Score tiers:

• Hot (20+ points in 30 days): AE direct outreach within 24 hours
• Warm (10–19 points in 30 days): SDR outbound + AE notification
• Cold (< 10 points): Continue ABM microsite + email nurture
• No signal (60+ days): Re-evaluate account inclusion

Section 7: Buying Committee Map Template

For every Tier 1 target, map the buying committee before outreach:

ACCOUNT: [Company Name]

PRIMARY CHAMPION (owns the problem):
  Name:
  Title:
  Pain: [what they're personally struggling with]
  Motivation: [what success looks like for them personally]
  Contact: [LinkedIn / email]

ECONOMIC BUYER (signs the check):
  Name:
  Title:
  Concern: [budget, ROI, risk]
  Contact needed from: [Teqfocus exec — Andy]

TECHNICAL EVALUATOR (validates the approach):
  Name:
  Title:
  Concern: [architecture, integration, scalability]
  Contact:

BLOCKER (could kill the deal):
  Name:
  Title:
  Why they might block: [incumbent vendor, internal team pride, budget owner]
  Strategy to neutralize:

STATUS: [Mapped / Partially mapped / Unknown]

Section 8: Account Tiering Criteria

Execution Layer — Clay-Engine Integration

This skill = WHAT to research and WHY (strategy + judgment layer). clay-engine = HOW to execute that research at scale (automation layer).

Use Clay-engine when: 10+ accounts, needs scheduling, output must sync to HubSpot/SFDC. Stay in abm-intelligence when: Single Tier 1 account, needs human narrative and political judgment.

Apollo vs Clay — When to Use Each

Both Apollo and Clay can source prospect lists. The choice depends on what you need:

apollo-icp-engine and clay-engine are not competing — they serve different workflow needs. Apollo is often a data source within Clay via waterfall enrichment.