Temperature Model

  • Updated on Feb 12, 2026
  • 3 minute(s) read
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6sense Temperature provides a way for your company to prioritize accounts. There are four levels of Temperature in 6sense: 

  • Hot (New)

  • Hot 

  • Warm 

  • Cold 

There are two different ways to calculate Temperature—one for customers who have purchased the Predictive Analytics add-on and another for customers who don’t have access. The main differences between the two versions are the inputs, which includes 6QA when available, and the criteria for placing accounts into the four temperature levels. 

How 6sense calculates temperature with Predictive 

When the 6sense environment includes the Predictive add-on, Temperature is a combination of an account’s overall momentum and 6QA status. 

Data inputs with Predictive

  • Web engagement activity 

    • For example, visited your company’s website.

  • Engagement activity from the integrated CRM

    • For example, attended webinars, responded to email

  • Engagement activity from the integrated MAP

    • For example, viewed campaign, clicked through ad

  • B2B Network (B2BN) activity 

  • 6QA status

Momentum scores with Predictive

Momentum score with Predictive

6sense measures Momentum by its magnitude and the direction of its activity, positive versus negative. Each activity type (Web, CRM, MAP, and B2BN) has their own independent momentum scores.  

  • Positive: More activity in the current week compared to the prior 3 weeks.

  • Negative: Less activity in the current week compared to the prior 3 weeks.

  • Magnitude: The difference between the number of activities in the current week compared to the prior 3 weeks.

Overall Momentum score with Predictive

The Overall Momentum score is a single score that combines each activity type’s momentum scores. Each activity type’s momentum scores have different levels of impact on the overall score, in the following order or importance: 

  1. CRM momentum score (biggest impact) 

  2. MAP momentum score 

  3. Web momentum score 

  4. B2BN momentum score (smallest impact) 

The weight assigned to each activity type’s momentum scores in the overall momentum calculation are determined by 6sense’s Predictive machine learning model. The model uses an organization’s historical data to optimize for the ideal weights needed to predict opportunity opens most accurately. The calculation is done using the last 7 days compared to the previous 21 days. 

Temperature grade definitions with Predictive

Factoring in the data above, 6sense defines Temperature (with Predictive) as:  

  • Hot (New) 

    • Overall momentum is positive 

    • 6QA account = YES 

    • Top 25% of accounts (based on overall momentum score) that fit the above two criteria 

      • This does not mean the account is new, rather that it is in the top 25% of hot accounts.

  • Hot 

    • Overall momentum is positive 

    • 6QA account = YES 

    • Remaining 75% of accounts (based on overall momentum score) that fit the above two criteria 

  • Warm 

    • Overall momentum is negative or zero 

    • 6QA account = YES 

  • Cold 

    • 6QA account = NO 

    • Overall momentum is irrelevant 

How the Temperature model handles keywords for multiple products with Predictive

When your 6sense environment includes Predictive and there are multiple products (Predictive models) configured, keywords configured for a specific product are the only ones that will influence that product.

For example, if there are two products:

  • Product 1

  • Product 2

AND

  • Keyword A is configured for Product 1

  • Keyword B is configured for Product 2

THEN

Activity for Keyword A won't influence the Temperature for Product 2, and vice versa.

How 6sense calculates temperature without Predictive

Without Predictive, 6sense Temperature is a measure of an account’s overall Momentum score.  

Data inputs without Predictive

  • Web engagement activity 

    • For example, visited your company’s website.

  • B2B Network (B2BN) activity  

    • Keywords

Momentum scores without Predictive

Momentum score without Predictive

6sense measures the Momentum score by magnitude and the direction of its activity, positive versus negative. Each activity type (Web and B2BN) has their own independent Momentum scores.  

  • Positive: More activity in the current week compared to the prior 3 weeks.

  • Negative: Less activity in the current week compared to the prior 3 weeks.

  • Magnitude: The difference in the amount of activities in the current week compared to the prior 3 weeks.

Overall Momentum score without Predictive

The Overall Momentum score is a single score that combines each activity type’s momentum scores. Each activity type’s momentum scores have different levels of impact on the overall score, in the following order or importance: 

  1. Web momentum score (biggest impact) 

  2. B2BN momentum score (smallest impact) 

The weights assigned to each activity type’s momentum scores in the overall momentum calculation are determined by 6sense’s non-Predictive machine learning model. The model uses an organization’s historical data to optimize for the ideal weights needed to predict open opportunities most accurately. The calculation is done using the last 7 days compared to the previous 21 days.

Temperature grade definitions without Predictive

Factoring in the data above, Temperature (without Predictive) is defined as:  

  • Hot (New) 

    • Overall momentum is positive 

    • Top 10% of accounts (based on overall momentum score) that fit the above criteria 

  • Hot 

    • Overall momentum is positive 

    • Next 30% of accounts (based on overall momentum score) that fit the above criteria 

  • Warm 

    • Overall momentum is positive 

    • Remaining 60% of accounts (based on overall momentum score) that fit the above criteria 

  • Cold 

    • Overall momentum is negative or zero 

Use cases for Temperature

For more information about using temperature in Sales Intelligence, Workflows, and Segments, refer to Predictive and Temperature Use Cases.

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