The Pipeline Predict Score tells you how likely it is that an account will become a pipeline opportunity. This insight tells you which accounts are ripe for targeting, provides insights into pipeline planning, and is a crucial insight in determining when an account is ready for sales outreach.
You can also set up multiple Pipeline Predictive Scores according to account fit and interest in your different product offerings. See Understanding Multiple Predictive Scores for more information.
How Does It Work?
Pipeline Predict is a machine learning model that looks at past opportunities, learns account properties and activity patterns that are leading indicators of new opportunities being created at accounts, and then identifies those leading indicators in other accounts.
Important: Only Accounts that are NOT in the Pipeline or Customer journey stage get a Pipeline Predict score.
Quick Facts
| Score |
|
| Initial Model Build Time | 24 hours Tip: The model starts running when you click Save and train model in Settings > Demandbase-Wide Settings > Predictive Score Setup. |
| Model Re-Training Time | 24 hours Tip: The model starts running when you click Save and train model in Settings > Demandbase-Wide Settings > Predictive Score Setup. |
| Score Update | Automatic (nightly) |
| Customer Connection Modes |
|
Factors Used When Calculating Pipeline Predict Score
Demandbase uses the data in the following table:
| Past Opportunities |
|
| All Activity Logged in CRM (account/contacts/leads) |
Uses activity type/category and role. It doesn't use activities details. |
| Engagement Minutes |
Uses activity type/category and role. It doesn't use activities details. |
| Sales Inbox/Calendar Events |
Uses email open and click and the existence of calendar events. It doesn’t use the title or details in email/calendar events. |
| MAS: All email activity |
Uses email open and click. It doesn’t use the title and content. |
| Firmographics | Uses country, state, industry, revenue range, and number of employees. |
| Trending Intent (daily update) |
Uses daily intent signals. |
| Historical Intent |
Uses intent behavior up to one year prior to the opportunity creation date. |
| Known Website Visitors | Uses which job role visits the website and their number of visits. It doesn’t use what pages were visited. |
| Unknown Website Visitors |
Uses the number of anonymous page visits. It doesn't use what pages were visited. |
Example
The image below shows an example of how the Pipeline Predict Score is calculated for an account.
Top Factors that Determine the Score
To see the Pipeline Predict Score factors, from the left navigation bar, go to Analytics > Dashboard and select an account list from the drop-down list. Scroll down to the Accounts section and hover over the Pipeline Predict tab. In the pop up, click on Learn More About Predictive Model.
The example below shows some of the Top Factors that determine the Pipeline Predict Score across the accounts. Each account will have different “top factors” that determine its score.
The Likelihood Chart shows the likelihood of accounts generating an opportunity based on the Pipeline Predict model.
Accessing Pipeline Predict Score Results
After an Administrator configures the Pipeline Predict Score, you can access Pipeline Predict score results.
From the left navigation bar, go to 
Analytics > Dashboard and select an account list from the drop-down list. Scroll down to the Accounts section and view the Pipeline Predict tab. This tab shows the accounts recommended using the Pipeline Predict Model.
Take Action with Recommended Accounts
You can take action to engage the recommended accounts. For more information, see Taking Action with Accounts and People.
- From the Pipeline Predict tab, click See all accounts.
- On the Accounts page, select the accounts you want to take action on and click Take Action.
- Select the action you want to take for the selected accounts. For example, you can create a task in Salesforce to have these accounts assigned to a person on your Sales Team for follow up.
FAQs
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Yes, they are available 24 hours after your synced accounts are enabled and the user clicks the Save and train model button on the Predictive Score Setup page. At least one Keyword Set needs to be created.
To access this page, from the left navigation bar, go to
Settings > Demandbase Wide-Settings > Predictive Score Setup. -
24 hours
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The model will automatically pick up new signals every night from all available sources.
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The model will decide automatically based on all the data plus the “level” of the title (CMO → VP → Director → Manager).
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On the Pipeline Predict tab, hover over the score labels (e.g. All, Advertising) of the account you want to view. A window will display-the top factors determining the score for this account.
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Pipeline Predict is updated for all accounts nightly as new activities appear for each account. The Pipeline Predict Score can also decrease when existing activities become stale.
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Retrain the model every 6 weeks.
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