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Territory Planning

When you need to turn your ICP into an account-fit score

This Skill interviews your team about its ideal customer profile, converts the answers into an explainable account-fit rubric, and builds a Clay workflow that scores accounts and calibrates against five known examples. It proposes any territory carve only as a later, optional step.

Lorcan O'Rourke
Lorcan O'Rourke

Solutions Engineer at Clay

About this Skill

When to use it

Use this Skill when you need to turn your team's ICP into an explainable account-fit rubric and build a Clay scoring workflow, then prove it on five accounts you already know well. It produces a calibrated score and grade for each account plus an optional draft territory split for reps. Avoid using it for sourcing new markets, scoring individual people, routing inbound leads, launching outreach, or changing CRM owners.

What it delivers

You get a five-account scoring review showing scores, grades, and evidence coverage so you can judge whether the rubric reflects your ICP. An optional books proposal then drafts rep territory splits from that scoring, but it never writes to your CRM or changes account owners.

SKILL.md preview

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How someone would prompt this

Help us turn our ICP into an account-fit scoring rubric, build a Clay workflow to score our accounts, and test it against five accounts we already know well.

Inputs & outputs

What someone provides before the Skill runs, and the reviewable artifacts it returns.

Inputs

  • 01Business goals & rubric
    • Describe your product, buyers, and the decision this scoring supports
    • provide or approve a weighted fit rubric with grades and a missing-data policy
  • 02Accounts to score
    • Supply the companies to score from a CSV, CRM read, or Audience
    • pick five known accounts with expected grades to test against
    • set scoring at the company or an approved parent level
  • 03Workspace & output destination
    • Choose the Clay workspace to build in
    • pick where results land, such as a file, Audience, or mapped CRM fields
    • optionally connect a verified CRM sandbox
  • 04Evidence & research rulesChoose which sources count as evidence, set how fresh they must be, and set a research and spend budget
  • 05Optional territory carve rulesIf requested, define rep eligibility, bucket rules, protected accounts, and rep capacities for a territory proposal

Outputs

  • 01Five-account scoring reviewA table showing each test account's score, grade, component points, and evidence coverage so you can judge if the rubric matches your ICP.
  • 02Optional books proposalA draft territory split showing proposed rep additions and remaining capacity for review, not an actual CRM assignment.

Representative output

Five-account scoring review

AccountScore / 100GradeSize / 100Motion / 100Evidence coverageReason
Northwind100Best Fit100100100%Enterprise motion and 300 employees support both factors.
Contoso76Good Fit60100100%Enterprise motion; smaller team at 100 employees.
Fabrikam60Moderate Fit1000100%Large team; consumer-only motion is a poor match.
Wingtip24Low Fit060100%Mixed motion; team of 10 is below the size preference.
TailspinHeld40%Headcount source failed. No valid total or component result is published.

Optional books proposal

RepExisting loadProposed additionsTotal / capacity
Rep A011 / 2
Rep B011 / 2

How the Skill runs

Follow the steps in order. Each row includes the full instruction.

01
Check environment and scope

Confirms access to the right workspace and tools, states what it will read and write, and stops if required setup is missing.

Step
02
Interview for missing decisions

Asks only the few business questions still needed about your product, examples, and destination, and drafts rubric criteria if none exist.

Step
03
Approve the scoring rubric

Builds a weighted scoring rubric with worked examples, then stops and waits for your review and approval before building anything else.

Step
04
Build the scoring workflow

Builds only the Clay actions needed to gather evidence and creates an unpublished draft workflow without starting runs or writing to company records.

Step
05
Test on five known accounts

Runs the draft on your five known accounts, shows scores and reasons next to expected grades, then stops and waits for your calibration decision.

Step
06
Deliver results, request scale approval

Delivers the rubric, evidence plan, and five-account review, then stops and waits for approval before scoring the rest of the list or writing anywhere.

Step
07
Optional territory carve proposal

Only if requested, proposes rep territory books from your eligibility and capacity rules as a draft, not an actual CRM assignment.

Step

Connections required

No connections listed.

Install Clay and run it

Sign in once, install the Skill, then run the prompt.

  1. 1Install ClayUse the connector or official plugin in your coding-agent environment.
  2. 2Sign up or log inAuthorize Clay access and return when the connection is ready.
  3. 3Install the SkillRun the one-line install command from the Add this Skill card.
  4. 4Run the SkillPaste the example prompt and review the result.

Version history

Version 1From submitted SKILL.mdCurrent

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