Firmographic Analysis Skill When to Use - Prioritizing enriched accounts for GTM plays. - Building segments for ABM, territory planning, or personalized campaigns. - Validating enriched firmographic data quality. Framework 1. Normalize Fields – ensure industry, size, revenue, region, and funding fields use consistent taxonomies. 2. Scoring Matrix – apply ICP scoring (industry fit, employee band, revenue, growth rate). 3. Trigger Detection – highlight events like funding, IPO prep, hiring spikes, geographic expansion. 4. Segment Mapping – assign each company to journey stages or playbooks (e.g…