Temperature Model

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6sense temperatures are 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.

Calculating temperature with Predictive

Temperature is a combination of an account’s overall momentum and 6QA status.

Data inputs

  • 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

    • For example, keywords.

  • 6QA status

Momentum

Momentum is measured by its magnitude and its direction (positive vs 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 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. Below are the scores in order of 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 level definitions

Factoring in the data above, temperature is defined 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

If an account is non-6QA but has

  • Buying stage = Purchase or Decision, AND

  • Profile fit = Moderate or Strong,

we will consider the account to be a 6QA for temperature calculations.

Calculating temperature without Predictive

Temperature is a measure of an account’s overall momentum.

Data inputs

  • Web engagement activity

    • For example, visited your company’s website.

  • B2B Network (B2BN) activity

    • For example, keywords.

Momentum

Momentum is measured by its magnitude and its direction (positive vs 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 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 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 level definitions

Factoring in the data above, temperature 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