Glossary

Terms

• Early signal (single-signal): first competitor activity detected on an account. Lower certainty (~2 in 10 are active deals, still 4-7x better than cold), but early enough in the deal to intercept. These are worked first and fast.
• Confirmed-deal signal (multi-signal): repeated activity across multiple people. High certainty (~7 in 10 active), but typically fires mid-to-late in the buying cycle. Best used for intel, defense, and timing the next cycle, not cold interception unless you win late.
• Attribution rule: a meeting or opportunity within 21 days of a signal, on an account with no meeting in the prior 90 days, counts as signal-influenced. Computed from your CRM.
• Tiers: high-priority and medium-priority accounts get multi-channel outreach within 48 hours; low/nurture-tier accounts go to marketing and automated sequences.