Glossary

Terms

• Account brief
• Account manager
• Account prioritization
• Account universe
• Buying signal
• Context layer
• Coverage
• Evidence
• Factor
• Freshness
• Ideal customer profile
• Intent data
• MCP
• Priority list
• Score
• Scoring call
• Target accounts
• Trigger event
• Weights

Definitions

Account brief

A page about one target account. It says who they are, what they’re doing, when to contact them, why, where to reach them and how to open. Every statement links to its source.

See account briefs.

Account manager

Your one contact at Harpoons. They run your scoring call, agree your factors with you and help when something changes.

Account prioritization

Deciding which target accounts to contact first. Harpoons ranks accounts by how strong the reasons to contact them are right now.

See the priority list.

Account universe

All the companies you could sell to. Your target accounts are the part of it you choose to pursue.

Buying signal

A change at a company that makes it more likely to need what you sell. For example, a new leader, a new market or a system migration.

See buying signals.

Context layer

A single, researched source of facts about your accounts that people and AI agents both use. Harpoons is a context layer for sales teams: your sellers see it in a dashboard, and your agents read it through MCP.

Coverage

How many of an account’s factors we could assess. An account with low coverage has more unknowns, so its score is less complete.

Evidence

A source that supports a statement, such as an announcement, a post or a filing. Harpoons records who said it, where, when it was published and when we checked it.

Factor

A question about an account that tells you it’s a good time to talk. Each Harpoons client has ten factors, agreed on their scoring call.

See custom scoring.

Freshness

How recent a piece of evidence is, based on when the event happened, not when we found it. Each factor sets how recent its evidence must be.

Ideal customer profile (ICP)

A description of the companies that get the most value from what you sell. For example, their industry, size, markets and the technology they use. If you don’t have a list of target accounts, we can build one from your ICP.

Intent data

An estimate of a company’s interest in a topic, based on patterns in large data sets. Harpoons works differently. It shows specific, dated events that you can check.

MCP (Model Context Protocol)

An open standard that lets AI agents connect to tools and data. Harpoons provides an MCP server, so agents such as Claude and Codex can read your account research.

See AI agents.

Priority list

Your target accounts, ranked by who to contact now. Everyone on your team sees the same list.

See the priority list.

Score

A number that ranks an account against your other accounts. It comes from your factors and weights. It isn’t the chance that the account will buy.

Scoring call

A call of up to 90 minutes at the start of onboarding. You tell us which companies you want to win and why. Together, we agree your ten factors.

See how to get started.

Target accounts

The companies you want to sell to. Send us their names, or your ICP and we build the list. Harpoons researches and monitors each one.

Trigger event

A buying signal that’s a single dated event, such as an acquisition or a new executive starting. Trigger events open a window to reach out.

See leadership changes for an example.

Weights

How much each factor counts toward a score. You set them in Harpoons. Saved changes update the priority list for your whole team.