Qualify Account

Account Qualification

Automatically qualify B2B SaaS inbound accounts using five public signals — no manual research required.

qualificationinboundb2b-saasapolloautomation
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Overview

The Qualify Account skill is a pre-built Claude Code workflow designed for B2B SaaS teams that receive more inbound leads than their sales team can manually research. Instead of spending 15 to 30 minutes per account checking websites, job boards, ad libraries, and news sources, this skill automates the entire qualification process in under two minutes. It evaluates each account against five publicly available signals — website intelligence, SDR/BDR hiring activity, LinkedIn advertising spend, recent funding rounds, and product launches — and makes a binary Qualified or Not Qualified determination. The skill uses an industry gate to immediately filter out non-B2B SaaS companies, then applies a one-of-five signal rule: if any single signal is positive, the account is marked as Qualified. This aggressive qualification threshold is intentional — the skill is designed for high-inbound-volume teams where the cost of missing a qualified account is higher than the cost of passing a borderline account to sales. All research results are saved as notes in Apollo CRM, and accounts are sorted into Qualified or Not Qualified lists for seamless handoff to your sales team.

Qualification Signals

Website Intelligence

website-intel

Checks the company website for signals like free trial or self-serve signup flows, product launch announcements, and pricing page structure. A company with a self-serve motion and public pricing is more likely to be a fast-moving B2B SaaS buyer.

SDR/BDR Hiring

hiring-intel

Searches job boards for active SDR and BDR postings. A company hiring sales development reps is actively investing in outbound growth, which means they have budget, are scaling revenue operations, and are likely evaluating tools to support their growing team.

LinkedIn Advertising

ad-intel

Checks the LinkedIn Ad Library for active advertising campaigns. A company running multiple LinkedIn ad campaigns within the last 30 days is investing in demand generation — a strong signal of growth focus and marketing budget.

Recent Funding

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Looks for funding rounds within the last six months by analyzing news and company announcements. Recently funded companies have capital to invest in new tools and are typically in a growth phase where they are actively building out their sales and marketing stacks.

Product Launches

website-intel

Identifies new product releases or major feature announcements. Companies actively shipping product are in an investment phase and more likely to be evaluating complementary tools to support their expanding platform.

Workflow

1

Receive Account Identifier

The workflow starts when you provide a company name, domain, or Apollo account ID. The skill resolves the identifier to a company domain for research.

2

Industry Pre-Check

Before running any research, the skill checks whether the company is in the B2B SaaS or technology space. Non-B2B SaaS companies (e-commerce, healthcare, manufacturing, etc.) are immediately marked as Not Qualified. This gate saves time by skipping full research on accounts that do not fit the ICP.

3

Apollo Account Lookup

The skill looks up the account in Apollo CRM to pull existing data — company size, industry, annual revenue, and any prior engagement history. This enrichment data supplements the public signal research.

Apollo MCP
4

Website Analysis

Website Intel scrapes the company website to extract product positioning, pricing page presence, free trial availability, and recent announcements. This checks three of the five signals: website intelligence, recent funding mentions, and product launch announcements.

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5

Job Posting Search

Hiring Intel searches job platforms for active SDR and BDR postings at the company. Finding one or more sales development roles is a positive signal indicating the company is investing in outbound revenue growth.

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6

LinkedIn Ad Check

Ad Intel queries the LinkedIn Ad Library for active advertising campaigns from the company. Multiple active campaigns within the last 30 days indicate ongoing demand generation investment.

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7

Signal Evaluation and CRM Update

The skill evaluates all five signals against the one-of-five rule. If any signal is positive, the account is marked Qualified. All research findings are saved as detailed notes in Apollo, and the account is moved to the appropriate Apollo list (Qualified or Not Qualified) for sales team follow-up.

Apollo MCP

Decision Logic

The skill applies two decision rules in sequence. First, the industry gate: if the company is not a B2B SaaS or technology company, it is immediately disqualified regardless of other signals. Second, the one-of-five signal rule: if any one of the five signals (website intelligence, SDR/BDR hiring, LinkedIn advertising, recent funding, or product launches) is positive, the account is marked as Qualified. All five signals must be negative for the account to be marked Not Qualified. This permissive threshold is intentional — it is designed for high-inbound-volume teams where false negatives (missing a good account) are more costly than false positives (passing a marginal account to sales).

Dependencies

External

  • ●Apollo MCP (for CRM integration and list management)

Frequently Asked Questions

What counts as a B2B SaaS company for the industry gate?▾
The industry gate uses a broad definition of B2B SaaS. It includes companies that sell software products or services to other businesses, technology platforms, developer tools, infrastructure software, and enterprise SaaS applications. Companies clearly outside this definition — such as e-commerce retailers, healthcare providers, manufacturing firms, and consumer apps — are filtered out. Borderline cases (e.g., a vertical SaaS company serving healthcare) are typically allowed through to give the signals a chance to further qualify the account.
What happens if none of the five signals fire?▾
If all five signals return negative results and the company passes the industry gate, the account is marked as Not Qualified and moved to the Not Qualified list in Apollo. The research notes are still saved, so your team can review the findings and manually override the decision if they have additional context. No data is lost — the skill just automates the initial triage.
Can I customize the qualification signals or add my own?▾
Yes. The skill is a Claude Code skill file (a markdown instruction set), not compiled code. You can fork it from GitHub and modify the signals, thresholds, and decision logic to match your specific ICP. For example, you could add a minimum company size requirement, change the funding window from 6 months to 12 months, or require two of five signals instead of one.
How long does the full qualification workflow take?▾
A complete qualification run typically takes 60 to 120 seconds per account. The bulk of the time is spent on the website scraping and job search steps, which each take 10 to 30 seconds. The industry pre-check and Apollo lookup are nearly instant. Running multiple accounts in sequence, you can expect to qualify about 30 to 60 accounts per hour with no manual intervention.
Does this skill work without Apollo CRM?▾
The core qualification logic (research and signal evaluation) works independently of Apollo. However, the CRM integration features — saving research notes and sorting accounts into lists — require the Apollo MCP to be configured. Without Apollo, the skill will still run the research and output the Qualified or Not Qualified determination, but you will need to manually record the results.
Why is the qualification threshold so permissive (one of five signals)?▾
The skill is designed specifically for high-inbound-volume teams where the cost of missing a qualified account is high. In this context, a permissive threshold is appropriate because: (1) the accounts are already inbound leads who have expressed interest, (2) a human rep will still review qualified accounts before engaging, and (3) the alternative — manual research — often does not happen at all when volume is high. The one-of-five rule ensures that accounts with any positive growth signal get human attention.

MCPs Used

Website Intel

Company Research

Scrape any website and extract structured data using a custom schema.

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Hiring Intel

Hiring Signals

Find open roles from careers pages, Greenhouse, Lever, Ashby, and Workday.

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Ad Intel

Market Intelligence

Check LinkedIn and Meta ad libraries for a company's active campaigns.

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