Territory and scoring

A territory in Enki IQ is more than a list of accounts; it's a scored, ranked, planned book of business with an execution playbook you can actually work. This article covers what's on the Territory page, how Enki IQ scores accounts into tiers, and what happens when you rescore.

The Territory page

Territory is a single page with multiple top-level tabs: Overview, News, PipeGen, and Playbook. The Overview tab is where you spend most of your time and shows a snapshot of your territory: tier distribution, top-priority accounts, geographic breakdown, industry briefs, strategy intelligence, a competitive widget, and an execution playbook tracker. Sub-tabs within Overview let you switch between Health, Industries, Accounts, Strategy, Competitive, and Execution views without leaving the page.

From the Territory page an AE generates or regenerates the territory plan, reviews tier assignments, confirms or overrides key decision makers, sees the history of previous plan runs, kicks off a pre-reassessment review when the market has shifted, and (when enabled) opens the weekly PipeGen plan or the long-form execution playbook in their own tabs.

The territory plan itself is a written document with several sections: a territory overview, per-account analyses, an execution playbook, tier-specific approach narratives, and a sequencing rationale that explains why the work is ordered the way it is. You get one current territory plan at a time; regenerating replaces it.

Tiers: what they mean

Enki IQ sorts every account in your territory into one of four tiers based on a composite score from 0 to 100.

Tier 1 is your top-priority book. Composite score 80 or above. During onboarding you can confirm or override which accounts belong here, capped at 25. Tier 1 accounts are the ones Enki IQ will run its most thorough research on, including Deep Research for the account itself and Deep Research on key contacts.

Tier 2 is the mid-priority bucket: composite score 60 to 79. These accounts are still active research targets, but they go through the standard research pipeline rather than the more expensive Deep Research path. Contact research on Tier 2 accounts is also lighter-weight by default.

Tier 3 is the lower-priority but still in-scope bucket: composite score 40 to 59. Tier 3 accounts also go through the standard research pipeline. They sit on the edge of what your time can absorb.

Tier 4 is the bottom tier: composite score below 40. Tier 4 accounts are visible in the territory but are typically not researched. Enki IQ surfaces them so you can confirm the score is right, not so you spend a quarter chasing them.

How accounts are scored

Scoring runs across multiple dimensions, and the dimensions depend on your industry. For SaaS account executives, accounts are evaluated on five dimensions: ICP Fit (how well the company matches your stated ideal customer profile), Intent (signals of active buying behavior), Timing (whether the moment is right), Accessibility (how reachable the right people are), and Growth (the trajectory of the company itself).

For financial and legal services, the rubric uses five different dimensions tuned to that book of business: Revenue Potential, Life Events (the moments that trigger a need for a new advisor or counsel), Wallet Share (how much of the customer's spend you can earn), Relationship, and Regulatory considerations. The scoring model selects the right rubric based on the industry you specified during onboarding.

Every scored account shows you its composite score, a confidence score, and a per-dimension breakdown with short explanations of why each dimension was scored the way it was. You can use the dimension breakdown to argue with the model: if it scored ICP Fit low because it misread an industry, you can override the tier on the Territory page.

Rescore behavior

A rescore is what happens when you ask Enki IQ to evaluate your territory again, typically because something has changed: the market shifted, you absorbed a new patch, new accounts came in. You trigger a rescore from the Territory page using the pre-reassessment review flow, which previews what will change before committing. For guidance on when a rescore is the right move versus a lighter refresh, see "Keeping research fresh" in best practices.

When a rescore runs, Enki IQ wipes the pipeline-scored fields on every account first (composite score, confidence, per-dimension scores, and the scoring evidence) and recomputes them from scratch. Your manually confirmed tier label from onboarding is preserved; only the auto-scored values are recalculated. While the rescore is running, the Territory page shows progress driven by background workers.

After the rescore finishes, you review the new tier assignments and confirm any overrides before the territory plan regenerates. The plan that comes out the other side reflects the new scores, the new sequencing, and any new account analyses for accounts whose tier moved.

Under the hood