An Intro to Account Scoring
Account Scoring is a powerful feature which represents transparent data for your team to use. This setup will walk you through how to create one example of each key type of criteria.
With it, you can see your best fit accounts and create team-wide scores for companies.
Harness the power of both DataFox’s and your own data to score companies based on flexible criteria such as:
1. A curated award list from sources such as Fortune, Inc, and Forbes.
2. A firmographic data point, such as headcount, location, or industry keywords.
3. A growth signal, such as a new office opening, a key executive hire, or a new product launch.
4. One of your own data points, such as a list you import or a dynamic list you build from your Salesforce data.
Let's get started!
Basic Setup - Adding Criteria
1. Navigate to the Account Scoring page. Click “Choose from an Awards List.”
2. Click the target icon next to a list to mark it for scoring.
3. Choose a score from the drop-down: Very important (10 points), Important (5 points), Poor fit (-5 points), Very poor fit (-10 points). Then click the "Done" button.
4. Return to the Account Scoring page. You’ll see the list added to the Account Score Criteria section. You can adjust the score here.
5. Now click the “Choose a Signal” link.
6. Choose from the options in the Signal Counts panel, then click the Add button, and Apply.
7. Click the Create Dynamic List button on the upper right.
8. In the Add to List modal, give the list a name, and click the Mark for Scoring checkbox. Then choose a score from the drop-down, and click the Create Dynamic List button.
9. Return to the Account Scoring page. Note your Signals criterion is now at the bottom of the page.
10. Go to the Account Scoring page, and click “Select from a company headcount.”
11. Choose a minimum and maximum headcount, then click "Apply." Add other filters to this search, such as Revenue, to further reduce the number of results. You must have fewer than 100,000 results for each Account Scoring criterion.
Once done, click Apply again.
12. Click the Create Dynamic List button on the upper right.
13. In the dialog box, give the list a name, and click the Mark for Scoring checkbox. Then choose a score from the drop-down, and click the Save button.
14. Return to the Account Scoring page. Your new criterion is now at the bottom of the page.
Seeing Company Scores
1. Go to the Company Search page.
2. Click the Customize Fields icon.
3. Locate Account Score in the right column, and click the + icon to add it to your active fields. Then click the Close button on the lower right.
4. The Account Score field has now been added to your Company Search page.
5. Click the arrow next to the Account Score column header, and "sort descending" to see which companies have the top scores.
6. Your companies are now sorted by account score. You may need to wait up to 24 hours for any new scoring criteria, or changes to scores, to propagate.
Advanced Setup - Adding Salesforce Data Criteria
1. Go to the Account Scoring page. Click the Salesforce Datalink.
2. In the Salesforce filters, choose “Show me only companies where my team has no contacts.” Then click the Apply button. You may need to add other Salesforce criteria to reduce your results to fewer than 100,000 companies.
3. Click the Create Dynamic List button on the upper right.
4. In the Add to List modal, give the list a name, and click the Mark for Scoring checkbox. Then choose a score from the drop-down, and click the Save button.
Return to the Account Scoring page. Note your Salesforce criterion is now at the bottom of the page.
Advanced Setup - Using a List of Account Scoring
1. Click the Upload List link in the navigation bar.
2. Upload a list of companies that represent your best-fit accounts.
3. In the toolbar on the upper right, click the Account Scoring icon (the target icon).
4. Assign a score to your list. It will now be factored into your Account Scores.
Now that you’ve learned the basics of Account Scoring, you can begin to experiment to see which companies are your best prospects.
If you have any questions, you can always contact us at (415) 969-2144 or firstname.lastname@example.org.
For an orientation to scoring, what criteria are available, and how to apply criteria, click here!