Understanding Pipeline Predict Scores

  • Updated

Pipeline Predict Score tells you how likely it is that an account will become a pipeline opportunity in the near future. 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.

See Set Up Pipeline Predict Scores to configure your Pipeline Predict Scores. 

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.

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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
  • >=95: Highly Likely
  • >=50 and <95: Likely
  • <50: Unlikely
Initial Model Build Time 24 hours
Model Re-Training Time

24 hours

See Retrain Pipeline Predict Scores.

Score Update Automatic (nightly)
Customer Connection Modes
  • Connected Mode (Integrated with Marketing Automation System (MAS) and CRM) - Full Scoring Capability
  • CRM Hybrid Connected Mode (Integrated with CRM) - Full Scoring Capability
  • MAS Hybrid Connected Mode (Integrated with MAS) - Requires a CSV file upload with opportunities

Factors Used When Calculating Pipeline Predict Score

Demandbase uses the data in the following table:

Past Opportunities
  • Opportunities (these can still be open, closed/won or even closed/lost) from 10 distinct customers. Use at least 100 opportunities for best results.
  • Recently opened opportunities (past 6 months) are recommended but the date range can be expanded if you have longer sales cycles. 
  • We aren’t excluding all closed/won from training data, only those that are from more than 6 months ago (date range can be expanded if you have longer sales cycles.) 
  • Out of the box settings use Opportunity Created Date and Entered Pipeline Date fields.
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 calendar events. It doesn’t use the title or details.

MAS: All email activity

Uses email open and click. It doesn’t use the title or 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 Created 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 unknown 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. 

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Accessing Pipeline Predict Score Results

After an Administrator configures the Pipeline Predict Score, you can access Pipeline Predict score results.

See Understanding the Account List Dashboard

 

Retrain Pipeline Predict Scores

Update your Pipeline Predict Score models by retraining them to use the latest engagement patterns.

Important:

  • Scores must be retrained at least once a year to make sure the model refreshes daily using historical data available in Demandbase.
  • To increase score accuracy, we highly recommend enabling the Auto Retrain option.

You can retrain Pipeline Predict Scores using the following options:

  • Auto retrain (recommended): Demandbase automatically retrains the Pipeline Predict Score every 3 months. If you edit and retrain a model, the auto retrain schedule starts on the date you retrained the model. 
    Tip: To auto retrain Pipeline Predict Scores, from the left navigation bar, go ad7f025d-0f68-4490-86fa-7968c9ddcbd6 Settings > Predictive Score Setup. Click the name of a Pipeline Predict Score and click the Configure tab. Toggle on Auto Retrain to enable the auto retrain feature.
  • Manual retrain: Admins manually retrain the Pipeline Predict Score. We recommend retraining Pipeline Predict Scores every 3 months.
    Tip: To manually retrain Pipeline Predict Scores, from the left navigation bar, go ad7f025d-0f68-4490-86fa-7968c9ddcbd6 Settings > Predictive Score Setup. Click the name of a Pipeline Predict Score and click the Configure tab. Make edits and click Save and train model.

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