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Set Up Qualification and Pipeline Predict Scores

  • Updated

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. 

predictive_score_setup_screen.png

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. 

Important: Changes to the model can have major implications platform-wide. The model takes up to 24 hours to update. Any changes will be reflected after the model has been re-trained and each account score will be updated. You cannot make any additional changes until the update process is complete.

Qualification Score

The Qualification Score uses machine learning to quantify what truly defines an ideal customer, beyond basic firmographics, and then scores every account in your CRM along with the 20 million accounts in the Demandbase company database. The Qualification Score looks far into the future and scores each account on the likelihood it would ever become a customer, regardless of where it is in the buyer journey. 

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. 

Note: Pipeline Predict requires either a CRM integration or an upload of open opportunities via a CSV file. Both Predictive Scores depend on the following data: “Creation Date” (<13mo), “Account Website” , and “Owner” fields.

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