We’re all familiar with the traditional model of lead scoring where we measure an individual based on intent, engagement, and demographics.
Proposed: Functionality or reporting around the collective lead scores of Companies/Accounts.
Goals: 1. Identify high-intent and engaged accounts (as as a whole) that we can focus our efforts on, based on holistic database activity. 2. Generate high-value target accounts for our sales team and Account Based Marketing.
Example use case:
- I have 10 contacts from company X each with a lead score of 50 - this company’s score is 500. I have 5 contacts from company Y each with a lead score of 200 - this company’s score is 1000. Overall, *assuming* company Y as a whole is more engaged and high-intent so we can focus our ABM and prospecting efforts there while continuing to nurture company X.