Like many organizations, my company is moving more toward ABM. Lead scoring has been set up on the Contacts side. I have set up the Hubspot ABM tools. I’m aware of the ICP Profile Tier. But so far, I’m in the dark about “Account Scoring.”
Has anyone set up a successful scoring system that flags company-wide activity so that sales leaders are alerted to concerted behaviors within accounts? I’m interested in score fields and how activity increases scores. What’s the best way to go about this?
Hi @LINCScott,
Thank you for reaching out to the Community!
This is a great question 
I wanted to invite our subject matter experts to this conversation.
Hi @Bryantworks, @Phil_Vallender, @HubDoPete - Do you have any account scoring tips for @LINCScott?
Thank you!
Best,
Kristen
Hey @LINCScott — account scoring for ABM is tricky because HubSpot is contact-centric by default. Here’s what works:
1. Company Fit Score
Use company properties (industry, revenue, headcount, tech stack) to build a company-level ICP score. The new HubSpot scoring tool supports company objects now.
2. Roll up contact engagement
Create a calculated property on Company that sums associated contact engagement scores. One “Account Engagement” number per company.
3. Combine for ABM signal
- High Fit + High Engagement = engage now
- High Fit + Low Engagement = awareness campaign
- Low Fit + High Engagement = monitor only
4. Multi-threading alerts
Strongest ABM signal: 3+ contacts at the same company engaging within a short window. Workflow: when Account Engagement crosses threshold → Slack alert to account owner.
One thing we noticed while building our lead scoring app (Conturs, available in the HubSpot Marketplace) — the biggest gap in most ABM setups isn’t engagement tracking, it’s the ICP fit part. Teams spend weeks on manual scoring rules that break when priorities shift. Scoring by similarity to your actual won deals tends to be much more stable.
Hope this points you in the right direction!