Topic
Account scoring
Ranking accounts by fit and timing with company-level signals.
- How Fokals intent scores are built, and how to read oneEvery Fokals intent score is built from dated things a company did in public, and carries them as evidence. The signals, the scale, the surge flag and how to read a row.
- Adding company signals to lead scoringA lead score knows what a person did, not what the company is or is about to do. Here is how to add company features to it without double counting or leakage.
- Building account-based marketing segments from company signalsA segment is a rule that names accounts and says why they are on the list. Here are recipes that combine fit with timing, the tables behind each and how to keep them current.
- Powering account scores in a sales platform with licensed signalsFor product teams that put a score beside each account: what a weekly row carries, the three states a score can be in, how to survive a version change and what to settle in the licence.
- Prioritising accounts with company-level intent scoresA weekly ranking of target accounts from company-level intent scores, with the join to fit, the evidence a rep can read, and the test that shows whether the ranking earns its place.
- 6sense alternatives for account intent signals6sense scores accounts with predictive models inside its platform. If you want the signals themselves, dated and sourced, to score in your own stack, here is how the options compare.
- Demandbase alternatives for account intelligence dataDemandbase combines intent, account identification, advertising and sales tools in one platform. If you want account intelligence as tables in your own stack, this guide sets out the options.
- Account scoringAccount scoring ranks companies by fit and timing so that sales and marketing know where to start. How a score is built and tested, and which inputs Fokals supplies.
- Account-based marketing (ABM)ABM starts with a list of target companies and builds campaigns around each. How a programme runs, and the company data that builds the list and times each account.
- Ideal customer profile (ICP)An ICP describes the companies that gain most from a product and return most to the seller. How to build one from won accounts, test it against losses and keep it honest.
- Intent surgeAn intent surge is a sharp rise in a company's interest in a topic above its own normal level. How the flag works, a surge and a near miss worked through, and how to read the evidence.
- Lead scoringLead scoring ranks people in your funnel by fit and behaviour. How points work, how company-level data can improve the fit side, and how to keep a score from going stale.