Multiple predictive scores allow you to evaluate accounts based on their fit and likelihood of generating pipeline opportunities for different products or market segments.
You can create multiple Qualification Scores or Pipeline Predict Scores to support product-specific go-to-market strategies, prioritize target accounts, and tailor sales and marketing activities.
Multiple Qualification Scores
Multiple Qualification Scores help you identify accounts that are a good fit for different products or market segments.
You can train each score using historical pipeline and customer accounts or aspirational accounts that represent new markets you want to target. For example, if you're expanding from mid-market to enterprise accounts or entering new industries, you can create separate scores to identify accounts that match your ideal customer profile for each segment.
Prerequisites to Create Multiple Qualification Scores
Before creating additional Qualification Scores:
- Identify the products or market segments you want to score.
- Identify a set of accounts to train each score. You can use:
- Historical accounts: Accounts that have generated pipeline or become customers for a specific product.
- Aspirational accounts: Accounts that represent new markets or customer segments you want to target.
The model evaluates other accounts based on their similarity to the training accounts you select.
Related Articles for Qualification Scores
- Understanding Qualification Scores
- Set Up Qualification Scores
- Best Practices for Setting Up and Using Predictive Scores
- Working with Selectors
- Create Demandbase Intent Keyword Sets
- Understanding Technographic Data
Multiple Pipeline Predict Scores
Multiple Pipeline Predict Scores help you identify accounts that are likely to generate new pipeline opportunities for specific products.
Sales teams can use these scores to prioritize accounts and focus conversations on relevant products. Marketing teams can use them to create targeted account lists and deliver product-specific campaign messaging.
Prerequisites to Create Multiple Pipeline Predict Scores
Before creating additional Pipeline Predict Scores:
- Identify the products you want to score.
- Identify activities that indicate interest in each product, such as webinars, campaigns, website visits, and keyword searches.
Configure Engagement Activities for Each Pipeline Predict Score
When creating a Pipeline Predict Score, you can configure the Engagement activities section using one of the following approaches:
- Leave the section blank: Allow the machine learning model to identify relevant activities automatically. This is the simplest approach, but the activities may be less specific to individual products.
- Add product-specific activities: Manually select activities that indicate interest in a particular product. This provides more targeted scoring criteria, but the activity selections are not reusable.
- Use activity segments (recommended): Create activity segments for each product and use them when configuring scores. Activity segments provide consistent criteria that you can reuse across Demandbase analytics, reports, advertising, and personalization. See Create and Manage Segments.