An Overview of the Account Scoring Strategy
Your organization’s processes can benefit from having a prioritized list of accounts. You can find these lists over time as you use the DataFox feature.
The Account Scoring process is iterative. Start small and build it up over time.
You know the nuances of your business strategy and what markets you want to enter. When strategy changes or you need to run a specific campaign, you can update your score.
Consequently, adaptations are made and evolve to improve.
With DataFox’s Account Scoring methodology, you get to choose how you want to weigh different scoring.
For example, let's say you want to hone in on companies experiencing robust growth through funding and hiring. Account Scoring lets you set those filters and discover flourishing businesses ripe for prospecting.
Now, you have a better idea of how Account Scoring adapts and provides useful granular results.
How to ensure Account Scoring is Accurate
In order to verify the weight of Account Scoring, we have two recommended methods.
- If you're using Salesforce, you can make a list of companies in your CRM and make sure the Account Score in DataFox lines up with your tiers in Salesforce. You may also utilize the insights tab for ideas on criterion/weights.
- If you’re not using your Salesforce instance, you can identify top prospects/accounts and make sure they appear among the top companies based on your Account Score in DataFox. Again, you can use the insights tab for additional ideas regarding score weight and criterion.
It’s important to think of Account Scoring as a living model. We recommend making routine adjustments to track the companies and weights your organization find most valuable.
We’ll dive deeper to demonstrate whether or not your Account Scoring is accurate. Remember, this is a case-by-case basis as different teams weigh scores based on their criterion.
Do priority companies line up?
We recommend looking at companies and weights you place as "most valuable" when prospecting. For example, perhaps your top value companies utilize Amazon or Marketo Technographics.
Under the Companies tab in DataFox, you want these priority companies to appear at the top when you sort them.
You will notice the preferred five companies appear at the top when sorted by Score Descending. In your instance, this is the desired result. If your top companies are not appearing, then you need to adjust the weight criterion for increased accuracy.
You can modify the weight of your criterion by selecting the Account Scoring tab in DataFox. This allows you to directly adjust scores as desired.
In our example, let’s say we valued growing companies and need to adjust the Job Listings weight. You will perform similar actions to help your criterion match up.
Now, you should have a better understanding of how best to deploy an evolving, iterative Account Scoring strategy.
If you have additional questions, reach out to us at firstname.lastname@example.org.