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Documentation Index

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Signal Ark’s Go-To-Market Execution (GTME) Plays sit on top of your standard account scoring as an advisory overlay — they don’t replace your pipeline view, they sharpen it. When the detection engine finds a specific pattern of signals on an account, it surfaces a structured play with a confidence score and a recommended outreach strategy. Think of a play as a brief from your most experienced sales strategist, delivered automatically the moment conditions are right.

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What makes a play different from a signal

Signals tell you what happened. GTME Plays tell you what to do about it — and more importantly, why now. A play combines multiple signals into a named situation (e.g., a competitor just had a security breach affecting accounts in your target market) and recommends a specific outreach angle. Confidence scores, evidence labels, and decay windows give you everything you need to decide whether to act.

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The 7 play types

Signal Ark evaluates every account in your workspace against these seven play patterns continuously.
Trigger: A competitor experiences a breach, lawsuit, or regulatory action — and there is confirmed technology overlap with your accounts.Use this play to position your solution as the stable, trustworthy alternative. The strongest evidence is a direct news mention linking the competitor to the crisis. Inferred evidence (e.g., industry trend data suggesting exposure) still qualifies but reduces the confidence score.Typical confidence window: 14–30 days
Trigger: A competitor announces a pricing change — an increase, new tier structure, or elimination of a feature tier — that exposes accounts already using or evaluating that product.This play catches the moment buyers are most open to alternatives. Price-sensitive accounts that match the affected tier are flagged automatically.Typical confidence window: 21–30 days
Trigger: A new CISO, CIO, CRO, or VP-level executive has recently joined the account.New executives typically audit vendors in their first 60–90 days. This play flags that window before it closes. The moment a relevant executive hire is detected and verified, the play activates.Typical confidence window: 45–60 days
Trigger: A recent funding round is combined with active GTM hiring and geographic or product expansion signals.This play targets accounts that are actively building — meaning budget is available and urgency is real. The compounding of three distinct signal types makes this one of the highest-confidence plays when all three are present.Typical confidence window: 30–60 days
Trigger: A looming compliance deadline is combined with peer company breaches or evidence of an active internal audit.Organizations facing a specific regulatory deadline (e.g., SOC 2 renewal, FedRAMP assessment) are under time pressure. This play surfaces those accounts before the deadline, not after.Typical confidence window: 30–45 days
Trigger: Widespread competitor layoffs — especially in support, customer success, or engineering — combined with customer complaints about service continuity.Customers of a vendor undergoing significant layoffs often experience degraded support quality. This play identifies accounts most likely to be feeling that pain.Typical confidence window: 14–21 days
Trigger: A competitor announces a major new product or feature that overlaps directly with your market positioning.Rather than letting a competitor launch go unanswered, this play helps you proactively reach target accounts with your own positioning and differentiation before their reps do.Typical confidence window: 14–30 days

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Confidence scoring

Every play carries a Confidence Score built from five weighted components. The score tells you how strongly the evidence supports acting on this play right now.
ComponentMax PointsWhat it measures
Baseline15Starting floor for any detected play
Direct Evidence40 (20 per condition)Explicit, verifiable signal (e.g., a named news article)
Inferred Evidence20 (8 per condition)Logical assumption based on patterns or trends
Signal Quality20Source authority and extraction certainty
Supporting Evidence10Additional corroborating signals
Each play type has a strict confidence ceiling. A crisis displacement play, for example, caps at 55 without direct evidence but can reach 90 when direct evidence is confirmed. Evidence is always labeled Direct or Inferred so you know exactly what’s driving the score.

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Trigger Certainty and Action Fit

In addition to the overall Confidence Score, each play includes two secondary scores:
  • Trigger Certainty (0–95): How likely is it that the triggering situation actually exists? High certainty means the signal is unambiguous. Low certainty means Signal Ark is interpolating from indirect evidence.
  • Action Fit (0–95): How practical is it to act on this play right now? An account with no relevant contacts, for example, will have a lower Action Fit even if the trigger evidence is strong.

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How plays are suppressed

To keep your feed accurate, the GTME engine applies six universal disqualifiers. A play is suppressed if any of these conditions are met:
  • The triggering signal is too old (stale_trigger_evidence)
  • A similar play recently expired for this account (recently_expired_same_play)
  • The account was already actioned for this play recently (recently_actioned_same_play)
  • The account doesn’t meet your ICP criteria (poor_icp_fit)
  • All matching evidence is highly inferred with no direct confirmation (all_evidence_fuzzy)
  • No relevant persona contacts exist on the account (no_persona_contact_match) — this is a soft penalty, not a hard block

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Shadow monitoring

Plays that come within 10 points of the required confidence floor — or are blocked by a single disqualifier — enter shadow monitoring. They don’t appear in your rep feed but are tracked for admin review and engine calibration.

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Giving feedback on plays

Your feedback directly improves play quality for your workspace. Use the feedback options on any play card to calibrate the engine:
Marks the play as relevant. Signal Ark increases the weight of similar signal combinations for accounts with matching profiles.