Predictive intent scores predict the likelihood an account is interested in buying the product or service being sold. (Intent scores have also been called engagement scores.) Refer to Predictive Overview.
Predictive also uses intent scores to determine buying stages and 6QAs.
Data inputs
The Predictive company activity AI model considers the following activities when calculating intent scores:
CRM (excluding Task and Event)
MAP
Web
Business-to-business network (B2BN) keyword
3rd party intent activities (using Bombora, G2, TrustRadius)
The intent score is the output of the Predictive company activity model that uses an account’s historical activity data to determine the likelihood of the account opening an opportunity in the next 90 days.
How intent is measured
Intent is measured from 0-100, with a higher score indicating a higher interest, and therefore likelihood of opening an opportunity. Each account’s intent score is updated daily to account for any new activities.
How intent is used
Intent scores are inputs to buying stages and 6QAs.
Also refer to the the Model Insights report, specifically the Account behavior model panel that covers account buying stages.