Section 4 · Nutshell — Turn 30,000 Records Into an Asset
4.3A/B/C lead tiers
Built in the POC- No.
- 4.3
- DMA's reference
- Decision Book p.14
- Phase
- Phase 1
- Autonomy
- L1 · Recommend
- DMA's decision
- Yes
★ Marked "non-negotiable, build first" in the book.
What DMA asked for · Decision Book p.14
Put the best dormant opportunities at the top instead of treating all 30,000 the same.
Why it matters to DMA: It lets the reactivation engine prioritise correctly instead of guessing.
In our words, from DMA's Product Decision Book v3, page 14.
How we do it
- Every record gets tier A (score 70 and above), B (45 to 69) or C (below 45), from the score code computes.
- Safety gates can cap a tier whatever the score: too little evidence, no lawful basis to email, no reachable contact, a duplicate, not a buyer, or a small account with nothing live.
- A small band around each cut-off keeps a record from flipping between tiers on tiny changes. The tier is written to Nutshell's AI Tier field, and anyone on DMA's team can correct it in two clicks; the correction is kept and logged.
- Today's list, the outreach waves and the daily money report all start from the tiers.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
A score
Northside: 85.
- Rule in code
- Routing
- Stored data
- Person
- Screen
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1The score
Source
From the review of each record.
- 2Sync
Copies Nutshell changes into the bridge database
A change in Nutshell triggers a re-tier.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
The tier, the gate that capped it, and any correction.
- 4AI
Claude models, only through DMA's own gateway
Not involved: tiers are code.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
Writes AI Tier to Nutshell.
- 6Nutshell
The system of record
The tier on every record.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.scores | Tier, the gate that capped it, and the reasons. | 20 |
| ctrl.field_overrides | A person's tier corrections, kept and logged. | 6 |
How the tables connect (1)
| Column | Points to | Kept by |
|---|---|---|
| ai.scores.prompt_id | agent.prompts | The application (by id) |
Worked example
Synthetic demo data: every name, business and number is made up.
Tiers on Today
What you see
1.Tier A at the top
Today lists the top tier-A and tier-B accounts, each with its reason.
What happens in the system
- Bridge database
ai.scoresTier from the score and the gates; the reason from the strongest evidence.
- Write gate
AI TierWritten to Nutshell's AI Tier field (allowed on its own, L3).
The prototype's 300 synthetic records (292 accounts, 8 leads with no company).
Tiers
| Tier | Rule | Accounts |
|---|---|---|
| A | Score 70 and above, no gate | 27 |
| B | Score 45 to 69 | 91 |
| C | Below 45, or capped by a gate | 182 |
In the running POC
1 / 2Today: the tiers at work.
- 1The reason.
- 2The next step.
Dashboard · Today. Captured from the running POC on September 25, 2026; synthetic data.
See it live
Opens the exact screen in the running POC, in a new tab.
| Open | Where | What to try |
|---|---|---|
| Accounts | DMA AI dashboard | Filter by tier; correct a tier in two clicks. |
Status
Built in the POC. This capability runs in the POC today, on synthetic data, end to end.