Create Qualification Scores

Create Qualification Scores to identify accounts that fit your ideal customer profile (ICP). Use selectors to define past customers, select relevant intent keyword sets, and train a predictive model to score accounts based on their likelihood of becoming customers.

See Understanding Qualification Scores.

Important:

• Changes to a Qualification Score can affect scores across Demandbase. Model retraining and account score updates can take up to 24 hours. You cannot make additional changes until processing completes.

• Retrain Qualification Scores whenever you update your technographics or intent keyword configurations. Auto Retrain is enabled by default. See Retrain Qualification Scores.

Prerequisites to Setting Up Qualification Scores

• You must have Admin privileges or be assigned to a permission set with the required Demandbase settings access.

• You must have a CRM integration or a CSV upload of account data, ideally including past and current customers.

• Read the following articles:
  • Understanding Qualification Scores
  • Working with Selectors
  • Create Demandbase Intent Keyword Sets

Create a Qualification Score

1. From the left navigation bar, go to Settings > Demandbase-Wide Settings > Predictive Score Setup.
2. Click Create New.

3. Enter a Predictive score name, such as the name of the product you want to score accounts for.

4. Select Qualification Score and click Next.
   
   

5. On the Qualification Score setup page, add selectors to identify past customers to use for training the model.

6. (Optional) Select the intent keyword sets relevant to your score. By default, Demandbase uses intent data from all keyword sets to train the model.

7. (Optional) Toggle on Auto Retrain to automatically retrain the Qualification Score every six months.
   Tip: We recommend keeping Auto Retrain enabled. See Retrain Qualification Score. 
8. Click Save and train model.
   Tip: Before saving the Qualification Score, click Refresh to see the number of accounts that match your selector criteria.
   

Delete Qualification Scores

1. From the left navigation bar, go to Settings > Demandbase-Wide Settings > Predictive Score Setup.

2. Select the checkboxes next to the Qualification Scores you want to delete.
   Important: You can't delete the All Qualification Score.

3. Click Take Action.
4. Click Delete.
5. Click Delete Score to confirm.

View Qualification Score Results

After the model finishes training, you can view Qualification Scores to identify accounts that are most likely to become customers.

1. From the left navigation bar, go to Analytics > Dashboard.
2. Select an account list from the drop-down. 
3. Scroll to the Accounts section and click the Qualification Score tab.

Accounts labeled as Highly Qualified are strong matches for your ICP. Prioritize these accounts for sales outreach and engagement.

See Take Action for ways to engage with highly qualified accounts.