完整性评分 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.

衡量历程有效性

购买群体完整性作为历程有效性的关键绩效指标(KPI)。 特定历程的目标可能是将购买组的完整性提高一定百分比，或者在触发销售就绪警报之前达到最低阈值。

在大型企业中，您可以为每个角色确定一个人员。 但是，该人员可能不是正确的销售联系人，或者您可能需要多个关键角色的联系人。 例如，一家大型组织可能有多位信息技术(IT)决策者，分布在不同部门或业务部门。 对于复杂的企业销售，确定一个决策者可能还不够。

在分析当前购买组的完整性之后，您可以调整角色模板中每个角色的所需联系人数。 这些调整允许您根据实际模式和销售结果调整购买组策略。

角色完整度计算 role-completeness-calculation

Journey Optimizer B2B edition按百分比计算每个购买团体角色的完整性分数。 根据分配给角色的成员数量来计算此分数，而完成任务所需的角色模板🔗数量为。

角色完整性计算是介于零和指定阈值（需要成员）之间的线性百分比：

角色完整性公式

使用以下公式计算角色完整性百分比：

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

其中：

角色完整性示例

以下示例说明了使用不同阈值配置的角色完整性计算：

购买组完整性计算 buying-group-completeness-calculation

购买群体完整性分数汇总各个角色完整性分数。 此计算提供跨所有已定义角色的购买组准备情况的整体视图。

购买组完整性公式

购买组完整性百分比使用以下公式计算：

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

其中：