Context
The Pipeline Predict Score indicates how likely an account is to become a pipeline opportunity in the near future.
You can create Pipeline Predict scores for the following opportunity types:
Opportunity Type | Definition | Recommendations |
New Business | Scores for opportunities with new customers. | Use opportunities opened in the past 12 months. Expand the date range if you have longer sales cycles. |
Growth | Scores for growth (renewal, upsell, or cross-sell) opportunities with existing customers. |
Use opportunities opened in the past 12 months. Expand the date range if you have longer sales cycles. Include past and current Customer accounts. For example, use the selector Account Type=Customer. |
Important:
- Changes to the model can have major implications platform-wide. The model takes up to 24 hours to update. Any changes are reflected after the model has been re-trained and each account score is updated. You cannot make any additional changes until the update process is complete.
- Retrain scores every time you update your engagement minutes or intent keyword configurations. The Auto Retrain option is enabled by default. See Retrain Pipeline Predict Scores.
Preparation/Prerequisites
You must have Admin privileges or be assigned to a permission set with the required Demandbase settings access.
See the following articles:
- Understanding Pipeline Predict Scores
- Best Practices for Setting Up and Using Predictive Scores
- Working with Selectors
- Understanding Activities
Pipeline Predict scores require a CRM integration or an import of opportunity data via CSV.
Create at least one Keyword Set.
Steps
-
From the left navigation bar, go to
Settings > Demandbase-Wide Settings > Predictive Score Setup and click Create New.
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Enter a Predictive score name, select Pipeline Predict, and click Next.
Tip: Use descriptive score names to clearly differentiate between predictive scores. For example, Product A New Business, Product A Growth, or Product B New Business.
- In the Past Opportunities section, select past opportunities to train the Pipeline Predict Score.
- In the Engagement activities section, add Selectors to filter for engagement activities to use to train the Pipeline Predict Score. For example, select activities related to a specific product.
- (Optional) Toggle on Auto Retrain to automatically retrain the Pipeline Predict Score every 3 months.
Tip: We highly recommend enabling Auto Retrain. See Retrain Pipeline Predict Score. - Click Save and train model.
Tip: Before saving the Pipeline Predict Score, click Refresh to see the number of accounts that meet the Selector criteria you entered.
Next Steps
See the Pipeline Predict score results and take action on the recommended accounts.
To see the score results, from the left navigation bar, go to Analytics > Dashboard and select an account list from the drop-down list. Scroll down to the Accounts section and click the Pipeline Predict tab.
Accounts that are Highly Likely have high engagement and are likely to become an opportunity. The Sales team should take immediate action to engage with the account.