PeerfoldSign inPlay 2: Segment by skill. Tailor already wants you to stop treating VP of Marketing at a 200-person SaaS company as a conversation. Certification gives you a better cut. The contact is a person who passed Practitioner, stalled on attribution, and has 40 days until expiry. The company is an account with three certified operators and twelve uncertified seats. That is a segment you can act on.
Certified density
Count people on the record who hold a live credential, then divide by the seats that should hold one. A customer with one certified admin and forty untrained users is not adopted. They are one resignation away from adoption debt. A prospect with four people already through your public fundamentals course is not a cold account. They arrived pre-sold on the method.
Three buckets. Then stop.
Uncertified
No live credential. 101 is still the right altitude.
Certified, in date
Live credential, outside the expiry window. Open at their altitude.
Certified, expiry window
Live credential, inside the recert window. Bring them back with new material.
Persona lists still matter for Express. They tell you who the public course is for. Once someone is in the catalog, skill is the live property. Keep sending the 101 nurture to a contact who passed the exam and you teach them you cannot see. Keep withholding the advanced path from an account with high density and you leave expansion on the table.
Overlay role later. Overlay onboarding path status later. If you invent twelve skill segments in week one, nobody will use them. Report density on the accounts that pay you, not on a vanity dashboard of badges issued. Badges issued is a Stage 03 share metric. Density is a Tailor metric: how much of this account already speaks the language.
Create your free account to take this quiz — your reading progress comes with you.
Create your free account