Predictive Score Setup is where you can change settings that affect the outcome of Pipeline Predict Score and Qualification Score. On the Predictive Score Setup page you:
- Define which opportunities are considered “Pipeline”
- Select the Keyword Sets you want to power the scoring models for the Pipeline Predict Score and the Qualification Score
To access the Predictive Score Setup page, click the Settings cogwheel icon in the left pane and then navigate to Demandbase-Wide Settings > Predictive Score Setup.
Steps
1. Select the opportunity filter logic you want to use for the scoring model.
2. Select the Keyword Sets you want to use for the scoring model.
3. Click Re-run the model.
Qualification Score
A Qualification Score requires a .csv upload of customer accounts at the very least. Ideally, both an Account/Opportunity upload or our standard Salesforce integration. Otherwise, it will not be utilized.
Qualification Score takes the following under consideration:
- Past Opportunities
- Firmographics
- Country
- Industry
- Revenue Range
- Employees
- Product Categories
- Technographics
- Historical Intent
A score above 75% is a good indicator this account is a qualified account. If the score is 90% or above, the Sales team should take immediate action to engage with the account.
Pipeline Predict Score
Pipeline Predict is a machine learning model that looks at past opportunities from your CRM, learns account properties and activity patterns that are leading indicators of new CRM opportunities being created at accounts, and then it identifies those leading indicators in other accounts. The score is proportional to how likely it is that a new CRM opportunity will be created at the account in the next month.
Pipeline Predict takes the following under consideration:
- Past opportunities from CRM
- All available data within CDP
- Email Activity from MAS including opens/clicks/etc.
- All activity logged in CRM for each person in the account
- Sales Inbox Activity
- Firmographics
- Intent Data, Historical and Trending
- Website Visits
- Advertising Activity
A score above 75% is a good indicator this account is a qualified account. If the score is 90% or above, the Sales team should take immediate action to engage with the account.