Account coverage

The coverage picture on an account answers one question: does this account have the people it needs to buy? It tells you how many of the required roles are filled, how many of those people are active, which roles are still open, and whether the group is progressing or fading.

The coverage card

Every account tracked under a buying-group ICP leads with a coverage card. It shows:

• % of required roles identified — the share of required roles that have at least one person assigned (known completeness). This is the headline number.
• % of roles engaged — the share of required roles where that assigned person is currently active (engagement completeness). Lower than known completeness means some filled roles have gone quiet.
• Stage — where the group sits overall: Dormant, Forming, or Complete.
• ICP name — which ICP drives this coverage picture (the account's Primary ICP).
• Last updated — how recently the coverage was computed, with a Refresh button next to it.

If the account hasn't been evaluated under a buying-group ICP yet, the card shows not yet scored instead of a coverage picture.

Stage reference

Complete does not mean the group is healthy. A Complete account where all activity has stalled is flagged at-risk — see At-risk accounts below.

Known vs engaged completeness

These two numbers answer different questions:

A role filled by someone who has gone quiet counts toward known completeness but not toward engagement completeness. When the two numbers diverge significantly, the account has coverage on paper but the people aren't engaging.

Per-role detail

Expanding the role coverage accordion shows each role defined for the ICP and its current state.

Role states

Each role row shows:

• The role's state badge (Engaged / Identified / Missing)
• The role name and how many contributors are needed (needs N; for optional roles the chip reads needs N · optional)
• Whether the role is optional
• An engaged / known count summary for filled roles — for example, 1 engaged · 2 known means one person is active and a second is assigned but quiet
• For missing required roles: acquisition gap in red

Contributors

Expanding a role row shows everyone currently assigned to it. Each contributor entry includes their name, title, and a label indicating how they were matched:

For behavioral contributors, a link to the specific signal activity is shown inline. For profile-match contributors, a view link goes to the person's record.

At-risk accounts

An account is flagged at risk — the fading-star pattern — when two things are true at the same time:

1. Its propensity was high when last measured
2. Its buying activity has stalled

When both conditions are met, the coverage card shows a red alert strip: "Was strong — now at risk. Buying activity stalled N days ago." The propensity score and how long ago it was measured are shown so you know how fresh the signal is.

This pattern matters because coverage can look fine — the roles are filled, the stage is Complete — while the actual momentum has stopped. A high-propensity group that has gone quiet is a fading opportunity, not a healthy one.

What to do: Use the stall duration and propensity timestamp to decide how urgently to re-engage. The longer the stall, the more the propensity reading may have drifted. Check the missing roles, identify who in your CRM is closest to the open ones, and prioritize outreach to get activity moving again.

The buying-groups roster

The Buying Groups page lists all accounts tracked under buying-group ICPs, grouped by ICP. Each group shows a rollup: account count, average required-roles coverage, how many are at-risk, and how many are complete. For renewal motion groups the rollup instead surfaces a fading count (accounts · at-risk · fading).

Use the ICP filter at the top to narrow to one ICP. Selecting an ICP also updates the group header to show only that motion's accounts.

Roster status labels

Each account row in the roster shows a status badge:

The metric line next to each account name shows the known-completeness percentage, the number of roles identified (with optional roles noted), and the engagement completeness percentage when at least one role is filled.

Between motions

Accounts that are no longer matched to any ICP appear in a Between motions section at the bottom. These accounts carried a buying group under a previous ICP assignment but aren't currently scored. They don't show a coverage picture until they're matched to a new ICP and re-evaluated.

Renewal accounts

Accounts in a renewal ICP show coverage alongside a renews in framing. The account's renewal date drives how urgently to interpret the coverage gaps — a missing role on an account renewing in 30 days is a different problem than the same gap on an account renewing next year.

On the roster, renewal groups show a health chip for each account:

The propensity score and how recently it was measured are shown for each renewal account, since a stale propensity reading should be weighted differently than a fresh one.

How coverage refreshes

Coverage updates in four ways:

1. Automatically when signals arrive — when a tracked lead at the account generates activity, coverage is recomputed to reflect the new state.
2. Automatically when the ICP changes — if the account's ICP assignment changes (the Primary ICP switches), coverage is rebuilt under the new role set.
3. Automatically on staleness — accounts that haven't had any signal activity for an extended period are re-evaluated on a cycle so the coverage picture doesn't go indefinitely stale.
4. On demand — the Refresh button next to the last-updated timestamp on the coverage card forces an immediate recompute for that account.

The coverage card always shows when it was last computed. If the timestamp is old, use Refresh to get a current read before acting on the data.

Next steps

• Defining roles — set the role set and completeness requirements on an ICP
• Role attribution — how people get matched to roles
• Role corrections — override a role assignment when the match is wrong
• Account detail — the full account view including coverage history and timeline
• Account lifecycle — how an account moves through stages and what triggers transitions
• Destinations overview — push coverage changes to your CRM