Give reps a full account picture before the first call, not after

Create an AI-derived attribute 'icp_fit_score' on the Account object. Inputs after enrichment: industry (match against ICP target industries), employee count band, annual revenue band, tech stack signals (does the account use complementary tools that signal fit?), geographic match. Output: 0-100 score with tier (ideal 80+, viable 50-79, marginal 20-49, poor <20). Refreshed when enrichment data updates.

Build a segment 'Unenriched accounts' capturing accounts where (a) firmographic fields (industry, employee_count, country) are null AND (b) account created in last 90 days AND (c) account has at least one identified user. Used for the periodic backfill workflow on accounts that escaped real-time enrichment.

Create a workflow with two triggers: (a) firing on account creation (real-time enrichment), and (b) scheduled daily for the unenriched-accounts segment (backfill). Step sequence: (1) call enrichment API (Apollo/ZoomInfo/Clearbit) with the account domain; (2) update account record with firmographics (industry, employee_count, revenue, geography, tech_stack); (3) compute icp_fit_score; (4) if score = ideal AND no AE assigned, route via territory rules; (5) post enrichment summary to Slack #data-quality channel if enrichment confidence is low (manual review needed). Skip enrichment for accounts already enriched in last 90 days.

Compose an enrichment coverage dashboard: % of active accounts fully enriched (target: 95%+), distribution of icp_fit_score across the active account base, enrichment API success rate (low = vendor issue or domain quality issue), median time from account-creation to fully-enriched (should be < 5 minutes for real-time path), and ICP-tier mix among new accounts (a leading indicator of marketing/sales targeting health).