DataHub · Acryl Data · Scoring framework + prospecting plans · May 2026
5 OSS accounts5 greenfield accounts9 of 10 prospecting plans loaded
Account scores at a glance
OSS accountsGreenfield accounts
Top 10 accounts
Key contacts
Accounts with prospecting plans (9 of 10) · Abbott plan available as 11th account
Accounts needing prospecting plans (1 of 10)
Scoring dimensions
Developer activity
Max 3 pts · source: Reo
HIGH3
MEDIUM2
LOW1
Dev funnel stage
Max 5 pts · source: Reo
DEPLOY5
BUILD_POC4
EVALUATE3
DISCOVER2
Account tier
Max 5 pts · source: strategic list
Tier 1 — OSS User5
Tier 2 — AI Tooling4
Tier 3 — Tech Stack3
Tier 4 / 51–2
HOT flag
Max 2 pts · source: strategic list
HOT!! tagged+2
Not tagged0
Champion density
Bonus pts · source: champion model
50+ champions+10
20–49 champions+6
10–19 champions+3
1–9 champions+1
ICP fit
Overlay · source: ICP definition
10K+ employeesCore ICP
Capital Markets / FSTier 1 industry
SaaS / HealthcareTier 2 industry
Director+ data titleTarget buyer
Final score=Dev Activity (0–3)+Funnel Stage (0–5)+Account Tier (0–5)+HOT flag (0–2)+Champion Bonus (0–10)Champion density is weighted heavily — an identified champion is the single strongest predictor of pipeline conversion per the ICP research. Max score = 25 base points, normalized to 100.
Data gaps to address
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Nike is missing from the FY27 strategic accounts list. 60 high-likelihood champions — highest density in the entire model. Add and assign immediately.
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Charles Schwab is tagged Tier 5 (Industry Fallback) in the strategic list. Capital Markets is the #1 ICP industry by ACV ($198K+ avg). Re-tier to Tier 1 and update outreach messaging.
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Salesforce reclassified — activity is from Slack employees, not enterprise Salesforce. The 104 champion signals belong to an OSS motion, not a top-down enterprise Salesforce deal. Replaced in greenfield slate by Fiserv. Monitor Slack separately as OSS pipeline.
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Visa reclassified from greenfield to OSS. OSS-confirmed usage. Moved to OSS #5 (score 82). Abbott (score 80) displaced to 11th — remains a strong pipeline account with an active prospecting plan ready.
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Fiserv and USAA have anonymous champions only — ZoomInfo enrichment required. 21 and 11 high-likelihood champions respectively, but no named contacts or emails in the champion model. Use ZoomInfo or Apollo to surface Director+ data governance leaders before BDR outreach.
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OSS accounts Disney and P&G have no high-likelihood champions in the model. Developer activity is strong, but champion coverage is a gap. Prioritize contact acquisition.
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6 accounts still need prospecting plans: Disney (OSS #3), Visa (OSS #5), American Express (GF #2), Fiserv (GF #4), USAA (GF #5). Run prospect agent on these next. Abbott plan is also available as an 11th-account bonus.
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Abbott — 11th account with active prospecting plan. OSS Tier 1, HIGH dev, DEPLOY stage, $45B revenue. Displaced by Visa's reclassification but remains immediately actionable. First to re-enter the top 10 if any OSS account stalls.