The Account Fit model helps you identify your best accounts based on firmographic and technographic data. Whether you are starting a Sales outbound motion or looking to improve your account prioritization for ABM, this product is for you!
Prerequisites
Use Salesforce as a CRM
Currently, HG Insights can only push the Account Fit score to the Salesforce Account object.
The Account records must have a clean website or domain field available to score off of it.
What is the Account Fit model for?
Like many companies, you may have an account-level go-to-market motion. You need visibility on how good of a fit your target accounts are, and how good of a fit the accounts brought in through your inbound processes are.
This account-level HG Insights Fit score can be critical to give you that extra edge over your competitors in paying more attention to the high-fit accounts.
Some uses cases for Marketing and Sales includes:
Marketing campaign segmentation: identifying your best accounts to programmatically market in your ABM campaigns.
Sales cold inbound or outbound account prioritization: identifying which account to prioritize for research and outreach.
What is the Account Fit model?
The Account Fit model scores accounts based on the company attributes (industry, size, tags, hiring, techs...) from 3rd party and 1st party data points.
The model learns from your past conversions to identify which accounts are the best fit for you (= looks like your current or past customers)
What is the output of the Account Fit model?
The Account fit model is the same as the Customer Fit model but at the Account level.
It updates Accounts with a score from 0 to 100, segments from Low to Very good, and displays Signals as well to provide explainability and information to your Sales team.
Segment | Score |
very good | 85 to 100 |
good | 70 to 84 |
medium | 50 to 69 |
low | 0 to 49 |
F.A.Q
How does this differ from the Person level Customer Fit Model?
Unless you create a separate Customer Fit model for Accounts versus for Lead / Contact, the Account score will be similar to its Contacts' scores, apart from the demographic attributes (person's role, seniority..).
How often is the Account Fit score updated?
The Account scoring updates in batch only (no real-time scoring) at every Sync process (every 4h to 12h depending on the volume of data and numbers of models running on the HG Insights platform). This applies to newly created accounts as well -- they will get scored at the next Sync process.