Completeness scores completeness-scores

A completeness score is a percentage that indicates how well a buying group is populated with the required members across its defined roles. These scores are based on role member thresholds that you configure in the roles template and the actual number of members assigned to each role in the buying group. The resulting scores help marketers evaluate sales readiness and identify gaps in buying group composition. Score calculation occurs automatically as buying group membership changes.

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There are two types of completeness scores:

Completeness scores reflect the current state of buying group membership and update automatically as members are added or removed. Displayed scores are shown as whole percentages (for example, a score of 66.67% is displayed as 67%).

Evaluate sales readiness

Adobe Journey Optimizer B2B Edition equips marketers with tools that ensure buying groups align with real decision-making processes. You can define complete buying groups using customizable role member thresholds that reflect your organization’s sales methodology. By setting minimum and maximum member requirements for each role, you establish clear criteria for what constitutes a sales-ready buying group.

The buying group completeness score provides an accurate measure of sales readiness for the group. For example, to complete an opportunity for a specific solution, you might need at least two decision makers, one influencer, and at least one practitioner. The completeness score calculation accounts for each of these role-specific requirements, providing a view of overall buying group readiness.

Measure journey effectiveness

Buying group completeness acts as a key performance indicator (KPI) for journey effectiveness. The goal for a specific journey may be to increase buying group completeness by a certain percentage or to achieve a minimum threshold before triggering sales-ready alerts.

In a large enterprise, you might identify one person per role. However, that person may not be the right contact for the sale, or you may need multiple contacts in critical roles. For example, a large organization may have several information technology (IT) decision makers distributed across departments or business units. Identifying one decision maker may not be enough for a complex enterprise sale.

After you analyze the current buying group completeness, you can adjust the required number of contacts for each role in the roles template. These adjustments allow you to tune your buying group strategy based on real-world patterns and sales outcomes.

Role completeness calculation role-completeness-calculation

Journey Optimizer B2B Edition calculates the completeness score for each individual buying group role as a percentage. Base this score on how many members are assigned to the role, compared to the number required in the roles template for completion.

The role completeness calculation is a linear percentage between zero and the specified threshold (members required):

Role completeness formula

The role completeness percentage is calculated using the following formula:

Role Completeness % = ((Assigned Members - Threshold) / (Threshold)) × 100

Where:

Role completeness examples

The following examples illustrate role completeness calculations with different threshold configurations:

Buying group completeness calculation buying-group-completeness-calculation

The buying group completeness score aggregates the individual role completeness scores. This calculation provides a holistic view of buying group readiness across all defined roles.

Buying group completeness formula

The buying group completeness percentage is calculated using the following formula:

Buying Group Completeness % = Σ(Role Completeness %) / Number of defined roles

Where: