Account profile fit identifies which accounts are most likely to be successfully sold to based on the characteristics of other accounts that have been successfully sold to. There are a variety of account characteristics (firmographic and technographic) we consider when calculating account profile fit. These scores are only available for customers who have purchased the Predictive add-on.
Use case
Account profile fit is meant to help our customers identify which accounts they’re most likely to successfully sell to. By identifying accounts by their profile fit, our customers can focus their marketing and selling efforts to the accounts they’re most likely to convert from a prospect to a customer.
Model details
Inputs
Profile Fit Score:
Firmographics
NAICS, Industry, Employee Range, Country, Revenue Range, Employee Count, Annual Revenue, Region
Technographics
Custom fields
Unique to specific orgs
Profile Fit:
Profile Fit score
Definitions
Account Profile Fit Score: The output of 6sense’s account profile fit model and uses an account’s unique attributes to determine its similarity to accounts that have opened or won opportunities in the past for a particular organization. The account profile fit score is measured from 0-100, with a higher score indicating higher similarity to accounts that have opened/won opportunities. Each account’s profile fit score is updated daily.
Profile Fit: Buckets are assigned to accounts based on their profile fit score, and each account’s bucket is reevaluated daily.
Strong profile fit score: 81-100
Moderate profile fit score: 50-80
Weak profile fit score: 0 –49
Calculations
The account profile fit model is trained uniquely for each customer to predict how likely an account is to close a deal. It does this by comparing new accounts to that customer’s historical won deals – the more similar an account looks to past wins, the higher it scores. The model automatically identifies which account characteristics matter most for each customer and weights them accordingly.
FAQ
Does a strong profile fit mean an account is in our ICP (Ideal Customer Profile)?
Profile fit is a 6sense predictive score output that is derived from closed/won relevant opportunities. Typically a strong or moderate fit is what 6sense considers as your ICP.
Does a strong profile fit mean an account is in our target account list?
No, profile fit scores are built based on historical closed/won relevant opportunities.
Can we adjust the profile fit?
No.
What if the accounts in strong fit are not accounts we’d ever work with?
You can exclude accounts via Settings > Exclusions, or you can filter them out through segmentation.
Why do our customers have a weak profile fit?
Not all of your customers are expected to be strong/moderate fit. Customers can show as weak fit if they aren’t similar to other closed/won customers based on the various technographic/firmographic data fed into the predictive models.