Tier 1
Rule. Two or more closed-won deals at or above the workspace win rate, OR three or more closed-won regardless of rate.
Why. Repeat winners with statistical evidence the cohort closes. Worth promoting paid spend and AE time.
Methodology
Rules a CRO can defend, not a black box.
Recon’s tier labels are deterministic rules over your HubSpot data. Every threshold is published on this page. If a recommendation surprises you, you can rederive it from the numbers in five minutes.
The five tiers
Every customer slice (industry × country × employee band) is classified by these rules in order. The first matching rule wins; tier rules are mutually exclusive.
Tier 2
Rule. Any closed-won, sub-baseline rate or only a single deal.
Why. Real customers but not yet enough signal to declare a pattern. Keep working, monitor, do not over-invest.
Emerging
Rule. No closed-won yet, five or more engaged companies (positive replies, deals opened, or meeting scheduled).
Why. Genuine intent without conversion. Worth a Scout experiment before scaling.
At Risk
Rule. Previously winning, now losing two-to-one or worse over the last 90 days.
Why. Regression. Investigate cycle time and sentiment trend before adding new spend or pipeline.
Disqualified
Rule. Three or more closed-lost deals with zero closed-won.
Why. Deterministic exclusion. Reallocate budget; do not keep prospecting this cohort.
Deviation thresholds
Tier rules tell you which segments to act on. Deviation thresholds tell you how strongly a segment differs from your workspace baseline. The numbers below drive the heatmap encoding on the segments page.
- Cycle time deviation
- Rule. Green when avg_cycle is below baseline × 0.85. Red when above baseline × 1.15.
- Why. A 15% deviation either way is the smallest difference a sales leader can act on. Tighter thresholds turn into noise; looser thresholds miss real shifts.
- Win rate deviation
- Rule. Green when win_rate is at or above baseline × 1.15. Red when at or below baseline × 0.6.
- Why. Win rate is heavier-tailed than cycle time. The asymmetric cutoff (1.15× up, 0.6× down) reflects how much harder it is to lift a rate than to lose one.
- Sentiment encoding
- Rule. Green when positive replies are at least 50% of total. Red only when negatives exceed positives AND there are at least two negatives. Neutral until three replies.
- Why. A single positive on a sample of one is a coin flip, not a signal. The minimum-three rule prevents spurious tier shifts from one outlier reply.
- Outlier exclusion
- Rule. Deals more than 5× the median amount are flagged but kept out of cross-segment totals.
- Why. One six-figure renewal in a small segment skews every comparison. Recon surfaces it as a data-quality flag rather than silently distorting the rollup.
Operating principles
The rules above are how Recon scores. The principles below are how Recon behaves around the scoring loop, and they are non-negotiable.
Auto-rescore on every data write
Tier classification is recomputed automatically on every HubSpot delta, Ads sync, GA4 ingest, or manual edit. There is no manual rescore button. The CRO's tier label is always the latest evidence; never a frozen snapshot from yesterday.
Cite the underlying records
Every brief section and every Scout verdict cites the deals, companies, and segments it used. If you cannot trace a claim back to a HubSpot ID, Recon does not write the claim.
Workspace baselines, not industry benchmarks
All deviation thresholds are computed against your workspace's own win rate, cycle time, and reply rate. We never compare your numbers to a generic SaaS benchmark; the baseline is the only one that matters when you make a routing decision.
Currency-honest rollups
Workspace currency is set once, stored on the workspace row. Cross-segment totals filter to that currency. Other-currency deals are surfaced separately so a single EUR deal cannot inflate a USD total.
Want the deep dive?
Every claim Recon writes in your daily brief cites the underlying HubSpot records. Run a free ICP audit and see which segments your real data calls Tier 1 today, with the exact deal IDs that landed each row in each tier.
From the desk of Recon AI
Stop guessing who your best customers are.
Connect HubSpot. First brief lands within 48 hours, every recommendation cited to your real deals. Verdicts get tracked in the ledger. The model sharpens on your data, not someone else's.