The Contact Profile Fit model identifies which contacts are most similar to your typical buyer based on characteristics of other contacts that have been successfully sold to. Predictive uses the demographic and historical CRM opportunity history to calculate contact profile fit.
Prerequisites
The Contact Profile Fit model scores are only available with the Predictive add-on.
Use case for sellers (SI users)
Sellers can find the contacts that are a good target fit for an account, based on the available historical data. This data is used in Sales Intelligence (SI) for:
Contact recommendations
The Dashboard and people details page, shown as persona importance.
Filters on dashboards and the Discovery page.
Contact Profile Fit model details
Inputs to the model
Contact Profile Fit Score:
Contact Background
Lead Source, Job Function, Job Level, Industry, Role
Data Cleanliness
Full Name Length, Name Entropy, Phone Number Length, Domain Type, Valid Email, Valid Phone, Missing Name
Derived Inputs
Normalized Frequency of Persona (Function/Level combo), Win Rate for Job Title
Profile Fit:
Contact Profile Fit Score
Definitions
Contact Profile Fit Score is the output of 6sense’s Contact Buyer Persona model and uses a contact’s unique attributes to determine its similarity to contacts that have opened or won opportunities in the past for a particular org. The Contact Profile Fit score is measured from 0-100, with a higher score indicating higher similarity to contacts that have opened/won opportunities. Each contact’s Profile Fit score is updated daily.
Contact Profile Fit buckets are assigned to contacts based on their Contact 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 Contact Profile Fit model analyzes each customer’s past successful deals to identify patterns in the types of contacts involved. It then evaluates new contacts by measuring how closely they match the profile of contacts from historical wins. The model learns which contact attributes are most predictive of success for each customer and prioritizes those factors when generating scores.
FAQ
How is the persona importance weighted?
It is a weighted sum of three variables:
Average profile fit score of contacts assigned to that persona.
Normalized number of contacts with that persona in the CRM.
Average number of times the persona was engaged by sales (task engagement) in the six months prior to opportunity won.
Do we consider all contacts in CRM or contacts created in the specified timeframe?
All CRM contacts that are synced to 6sense are considered in the model.
How do you associate contacts to opportunities in Salesforce CRM?
Through the opportunity contact role object.