How we track account progression Every account is followed from first ad impression to highest intent signal, then handed to its partner. WHERE THE SIGNALS COME FROM Target list 5,000 across 4 partners LinkedIn Ads impressions and clicks Email · Pardot link clicks by domain Snitcher identifies site visitors Calls · Opt Ins Telemarketing optins BDM · Partner meetings or new customer on the list saw an ad clicked an ad clicked an email named the visitor viewed pricing or solutions form fill or webinar meeting booked 1. Target on the priority list 2. Reached saw an ad 3. Engaged clicked an ad or email 4. Site Visit identified on the website 5. High Intent page visit or other action 6. Hand Raised a named contact responds to outreach 7. Meeting meeting booked or new customer sign up › › › › › › GROWING THE LIST: STREAM B, THE NEWLY IDENTIFIED ACCOUNTS New account identified engaged with ads or visited the site, not on the target list ICP fit check revenue, company size and territory Routed to a partner approved by Tech Data, assigned by territory Expands the base the tracked base grows over time TAGS THAT TELL THE BDM WHAT TO DO TODAY Origin On the Target List (Stream A), or net-new (Stream B) from the discovery loop Fit Tier 1, 2 or 3 against the ideal customer profile Intent High: Actions TBC Mid: Actions TBC Low: single visit Recency Active: last 7 days Recent: 8 to 14 days Dormant: longer BDM action Call now Nurture Monitor, set automatically Every signal joins on the company domain and the master tracker is the single source of truth: each account, stage and tag lives on the company record, routed to its partner by territory and reported through a live dashboard, feeding Tech Data’s Darcy IQ, so progress is visible at any time.