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Tier Assignment & Quadrants

GTM Clarity maps every scored entity into a quadrant based on its fit and engagement scores, then assigns a tier label with a prescriptive action. The system includes hysteresis bands to prevent entities from flickering between tiers when scores hover near thresholds.

The Quadrant Model​

The fit vs. engagement plane is divided into four quadrants by two thresholds:

QuadrantFitEngagementTierPrescriptive Action
Fast-TrackHighHighHotPrioritize for sales outreach immediately
InvestigateLowHighWarmHigh engagement but poor fit --- verify data, check for upsell potential
NurtureHighLowCoolGood fit but not engaged --- enroll in nurture campaigns
DeprioritizeLowLowColdLow priority --- monitor passively

Default Thresholds​

ParameterDefault ValueDescription
fitThreshold50Score at or above this is "high fit"
engagementThreshold50Score at or above this is "high engagement"
hysteresisBand10Buffer zone around thresholds to prevent flicker

Assignment Logic​

Without hysteresis (first-time assignment or no previous tier):

if (fitScore >= fitThreshold && engagementScore >= engagementThreshold)
  → "fast-track" (hot)

if (fitScore < fitThreshold && engagementScore >= engagementThreshold)
  → "investigate" (warm)

if (fitScore >= fitThreshold && engagementScore < engagementThreshold)
  → "nurture" (cool)

// otherwise
  → "deprioritize" (cold)

Hysteresis: Preventing Tier Flicker​

Without hysteresis, an entity with a fit score of 50 would flip between "hot" and "cold" every time its engagement crossed the threshold by a fraction of a point. Hysteresis adds a buffer band around each threshold.

How It Works​

When an entity has a previousTier, the system requires scores to cross the threshold by an additional hysteresisBand amount before changing tiers:

Current QuadrantExit Condition
Fast-TrackMust drop below threshold - band on fit OR engagement to exit
InvestigateMust gain threshold + band on fit to upgrade, or lose threshold - band on engagement to downgrade
NurtureMust gain threshold + band on engagement to upgrade, or lose threshold - band on fit to downgrade
DeprioritizeMust rise above threshold + band on fit OR engagement to exit

Example​

With default thresholds (fit=50, engagement=50, band=10):

  • An entity currently in Fast-Track (hot) with fit=48 stays in Fast-Track because 48 is above 50 - 10 = 40
  • That same entity drops to a lower tier only when fit drops below 40 or engagement drops below 40
  • An entity in Deprioritize (cold) with engagement=55 stays in Deprioritize because 55 is below 50 + 10 = 60
  • It upgrades only when engagement reaches 60+
Why Hysteresis Matters

Without hysteresis, daily scoring runs could reassign hundreds of entities between tiers due to minor score fluctuations. This creates noise in reports, triggers unnecessary workflow actions, and erodes sales team trust in the scoring system.

Tier-to-Quadrant Mapping​

The TierAssigner class provides bidirectional mapping:

TierQuadrant
hotfast-track
warminvestigate
coolnurture
colddeprioritize

Prescriptive Actions by Tier​

TierSales ActionMarketing ActionOperations Action
HotImmediate outreach, book demoPersonalized contentFast-track to AE
WarmResearch and validate fitHigh-engagement nurture trackFlag for data enrichment
CoolMonitor, await engagement spikeEnroll in awareness campaignsEnsure data freshness
ColdDeprioritize in pipelineGeneric drip onlyArchive after 90 days cold

Configuration Reference​

interface QuadrantThresholds {
  fitThreshold: number;         // default: 50
  engagementThreshold: number;  // default: 50
  hysteresisBand: number;       // default: 10
}

You can customize thresholds per tenant in Settings > Scoring > Tier Configuration.

Threshold Tuning

Setting the hysteresis band too high (e.g., 25) makes it very hard for entities to change tiers. Setting it too low (e.g., 2) negates the flicker-prevention benefit. The default of 10 is a good starting point for most sales cycles.