Pipeline Predict Scores indicates how likely an account is to become a pipeline opportunity in the near future. This metric helps identify accounts that are ready for targeting, supports pipeline planning, and signals when it's the right time for sales outreach.
Additionally, the score can show when existing customers are likely to consider growth (renewal, upsell, or cross-sell) opportunities in the near future. This provides actionable insights for growth strategies, ensuring you maximize opportunities within your customer base.
See Set Up Pipeline Predict Scores to configure your Pipeline Predict Scores.
Tip: You can also set up multiple Pipeline Predictive Scores for 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.
Quick Facts
| Score |
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| Initial Model Build Time | 24 hours |
| Model Re-Training Time |
24 hours |
| Score Update | Automatic (nightly) |
| Customer Connection Modes |
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Factors Used When Calculating Pipeline Predict Score
Demandbase uses the following data to calculate Pipeline Predict Scores:
| Past Opportunities |
Tip: Out-of-the-box settings use opportunity Created Date in the past 12 months. |
| 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 following image shows an example of how the Pipeline Predict Score is calculated for an account.
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
Scores must be retrained at least once a year to make sure the model uses the most recent historical data. 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, goSettings > 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