Account Scoring

Lead Scoring tells you when a person is ready to buy. In B2B, a person rarely buys alone. A buying committee does, and its members research, visit, and download on their own schedules.

Account Scoring answers the question your ABM team actually asks: which accounts look like our customers, and which of them are heating up right now?

Paminga scores each account on three components and adds them up:

Total = Fit + Engagement + Manual

• Fit measures who the account is and who you know there. Industry, size, ICP, Persona, Buying Group coverage, and anything else you can describe with conditions.
• Engagement measures what the account's people are doing. It rolls up your contacts' lead score activity across the whole account inside a rolling window, with optional weights for the roles that matter most and optional points for anonymous visits.
• Manual is your team's judgment. Add or subtract points on any account, with a reason, when you know something the data doesn't.

When an account crosses a score you care about, Account Scoring Thresholds run the same Actions you use everywhere else in Paminga, for the contacts at that account you choose.

Account Scoring Rulesets:

Account Scoring Rulesets

An Account Scoring Ruleset holds everything above: fit rules, engagement settings, and thresholds. Every account gets its own Fit, Engagement, Manual, and Total score under every active ruleset.

You can run as many rulesets as you like at the same time. That's useful when you sell more than one product, or when sales and marketing want to judge accounts differently. An "Enterprise ABM" ruleset can weigh executive engagement heavily while a "Mid-Market" ruleset counts every contact equally, and neither one interferes with the other.

The Default Ruleset

One ruleset is your default. Its Total score is the one Paminga shows in the Account Score column of your Accounts grid.

Check Make this your default ruleset when you create a ruleset, or check the Default box beside any ruleset in the grid to make it the default later.

The Rulesets Grid

The grid lists each ruleset with its Brand, Default and Active status, engagement window, how many accounts it has scored, and when it was last modified. Its row actions let you edit a ruleset, delete it, or reset every score in it.

Uncheck Active to stop a ruleset from scoring without deleting it.

Where Account Scores Show Up

Once a ruleset is running, its scores are everywhere you work with accounts:

• Account Details. Each account's Engagement tab shows an Account Score card for every ruleset, with its top engaged contacts, a full score history, and buttons to adjust, pause, and reset.
• The Accounts grid. The Account Score column shows the default ruleset's Total. Sort and filter on it.
• The Activity Stream. Every score change, threshold, pause, resume, and reset is recorded on the account's Activity Stream, with what changed and why.
• Segments. The Account Score condition selects contacts by their account's score, so account scores can drive lists, automations, and conditional actions.

Learn How

• Build Fit Rules: Score who the account is
• Configure the Engagement Score: Roll contact activity up to the account
• Create Account Scoring Thresholds: Run Actions when an account crosses a score
• Work With Account Scores: Review history, adjust, pause, reset, and segment