abm-signal-watchlist

Use this when account selection is known but timing is not. Produce a stable company watchlist and an action queue tied to verified changes and appropriate stakeholders.

Resolve the account list

Start from companies, not purchased people. For every target, retain the submitted name and resolve a canonical domain, operating entity, parent relationship, segment, owner, and ICP evidence. Search existing and archived CRM records before proposing creation.

Route ambiguous domains, subsidiaries, and namesakes for review. Do not watch an unresolved company name: signal matching will blend unrelated entities and contaminate both action and learning.

Classify each account as watch, research, or exclude. “Watch” requires stable identity and fit. “Research” means fit or identity is incomplete. “Exclude” records a durable reason.

Define meaningful changes

Create a signal specification before collecting events. For each signal family, document the observable event, primary evidence, freshness window, expected business implication, false-positive patterns, and likely buying roles.

Favor changes that alter capacity, priority, risk, leadership, or operating complexity. Generic news volume and social engagement are not inherently buying signals. Read references/watchlist-rubric.md to rank account fit, event strength, and stakeholder access separately.

Build stakeholder coverage

For each watched account, identify the minimum role coverage needed to act on likely signal families. Verify current employment and account relationship. Preserve known relationships, previous replies, opportunity context, and customer status.