6sense uses scores generated by 6sense AI throughout the products. 6sense scores help prioritize accounts based on their likely fit as part of the ideal customer profile (ICP), or where accounts are in the sales cycle, or to indicate the appropriate outreach to an account and drive an opportunity.
Account fit, contact fit, and engagement scores
Account profile fit score
The account profile fit score measures how similar a company is to your ideal customer profile for a given product or service. It uses firmographic and technographic factors and historical opportunity history.
Purpose: Reflects how closely each company’s firmographic profiles resemble accounts with past and current opportunities.
Use Case: Prioritize accounts that align with your firmographic customer profiles.
SFDC Field Location: Account records.
Example Data: Revenue, industry, technographic, employee count, and so on.
Contact profile fit score
The contact profile fit score measures how similar a person is to your typical buyer or buying committee members for a given product or service. It uses demographic factors and historical opportunity history.
Purpose: Reflects how closely each person’s demographic profiles resemble contacts with past and current opportunities.
Use Case: Prioritize leads and contacts that align with your demographic customer profiles.
SFDC Field Location: Lead and contact records.
Example Data: Job title, job function, title, seniority, valid email, and so on.
Contact engagement score
The contact engagement score measures how engaged a person is with your first-party sales and marketing tactics relevant for a specific product or service. It uses engagement activities and historical opportunity history.
Account in-market score
The account In-market score measures an account’s buying stage and likelihood of being in-market for a specific product or service. It uses relevant signals of interest and engagement across known and anonymous intent and engagement.
Account reach score
The Account reach score measures appropriate sales and marketing outreach activities on an account compared against the optimal quality, quantity, and diversity of outreach activities as defined by your company’s historical success on won opportunities.
Purpose: Probability of winning an opportunity based off how and when the account or contact was contacted by your team.
Use Case: Focus timing, type, and target of your outreach.
SFDC Field Location: Task, event, and campaign records.
Example Data: Invited, targeted, email sent, voicemails, and so on.
Company-level: account buying stage and intent scores
For details, refer to Predictive Buying Stages.
Purpose: Indicates the likelihood of an account opening or progressing in the next 90 days.
Use Case: Prioritize the right leads, accounts, and opportunities.
Source Location: Lead and account records.
Example Data: Generic and branded search, click link, filled out form, page view, and so on.
People-level: Contact engagement grade and intent scores
Purpose: Reflects the individual’s intent level based on the resemblance to contact activities that have led to other opened opportunities.
Use Case: Prioritize connecting with the right people.
CRM Field Location: Lead and contact records.
Example Data: Clicked email, responded, viewed web page, registered, and so on.
