Firmographics

Firmographics are the descriptive facts about a company, such as industry, employee count, revenue, location, and technology in use, and they are the raw inputs teams use to judge whether an account fits.

They do for accounts what demographics do for people, and they are the building blocks of an ideal customer profile.

Which firmographics matter most?

• Industry, which often needs a finer grain than a standard code.
• Company size, usually employee count.
• Revenue.
• Geography: headquarters, regions, and territories.
• Tech stack: the systems a company runs.

Where do they come from?

Your CRM’s company records often hold a baseline already, and enrichment providers and public web sources fill in the rest. Company facts change slowly compared with a person’s title or email, so you can reuse them across your event circuit for months.

Missing firmographics weaken a fit score, so run domain resolution and enrichment first, then tier your accounts.

How do firmographics change one row of a list?

Say the organizer’s file gives you this row: “Dana Lee, VP Operations, Acme Health.” That’s a person and a company name, and you can’t score it.

Add firmographics and the same row reads: Acme Health, acmehealth.com, outpatient care, 1,200 employees, 14 clinics, headquartered in Ohio. Now you can check it against your ICP, see that it fits every trait, and put the account in your top tier before the show. Leave the row bare, and it sits at the bottom of the list with every other unknown, whatever it’s worth.

Where do you find it in FieldXM?

FieldXM’s account planning scores each account’s ICP fit with rules that weigh industry, company size, revenue, geography, and tech stack. Every score shows you its reasons, and the result is each account’s ICP tier.