Account Profiling Ranking and Tuning

Account Profiling identifies your Ideal Customer Profile (ICP), ranks companies in your database based on the ICP, and adds ICP Indicator data to accounts promoted as Named Accounts.

Model Results

The results show you all of your known accounts broken down by grade. A is the highest grade, D is the lowest.

While optional, we recommend selecting the Automatically promote checkbox, as it will save you a ton of time. However, if you’d like to go through each account and add them manually, simply leave the box unchecked.

Rank
Account rank based on the Ideal Customer Profile. A is the best fit, D is the least fit.
Propensity
Estimated increase in conversion rate compared to a non-ICP based selection of accounts.
Accounts (%)
Percentage of accounts in model input that have this rank.
% of Model Basis
Percentage of accounts in model basis that have this rank.

Model Tuning

In the Model tab, click the Tune Model button.

There are several tabs to choose from, allowing for in-depth customization.

Indicator Categories

Compliance
Certifications, compliance-related positions/hiring.
Operations
Operations-related positions/hiring.
HR
HR or Payroll software, HR-related positions/hiring.
Engineering
Technologies, frameworks, engineering-related positions/hiring.
Sales
Solutions and software for sales, sales-related positions/hiring.
Intent
Intent indicators.
IT
Hardware and software solutions, technologies, IT-related positions/hiring.
Finance
Finance software, finance-related positions/hiring.
Marketing
Marketing technologies and software, marketing-related positions/hiring.
Business
Forbes or Inc listings or business partnerships.
Customer Experience & Relations
Customer success and customer relations positions/hiring.

Hover over the tool tips for a description of each column.

Click the Add ICP Indicator drop-down to insert additional indicators into your model.

Checking the Export box allows you to see the ICP indicator on the Named Account details page, as well as use the selected ICP indicator as constraints in named account filters.

NOTE

ICP indicators are included as constraints in Member of Named Account Filters and Triggers.

Indicator Weightage is what controls the level of importance each indicator receives in your model.

Click Refresh Model in order for those changes to take effect.

When you’re done tuning your model (after you refresh it), go back to the Model Results tab and click Save & Apply Ranks.

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