Understanding Smart Score

What is Smart Score?

Smart Score is an algorithmic score in Foundry that combines both 1st party and 3rd party intent data to give one rating value. Smart Score evaluates an account's engagement trend in comparison to its historical baseline, allowing the identification and prioritization of accounts with heightened engagement for outreach. The scoring automatically adjusts for account size, making it effective for identifying promising accounts across a range of sizes- unlike traditional scoring systems that rely on multiple models and assign points for activity.

How does it work?

We start by building an engagement baseline for each of your target accounts. We build this baseline by tracking both 1st party intent (known and unknown activity tracked on your website) and 3rd party intent data (Surging Intent Data topics). Then, we take a baseline for each account - here's an example of a baseline: 

In an average month, Bank of America has 5 visitors on your website with 5 page views and shows a surge in the intent data topic "ABM Marketing".

Finally, we compare recent activity to each account's baseline and use that delta to derive the Smart Score value. Smart Score values range from 50-100. A score of 50 means that the account's engagements are on-track with their baseline. Every point above 50 and up to 100 shows an increase in the account's engagements above their baseline.

Where can I see Smart Score?

Smart Score is visible in the Account360 Report and on any account's drilldown report. Smart Score is also visible in the Sales Notification Email (only applicable with the Sales Activation Module). You are also able to use Smart Score as an audience building criteria in the account list options.

How can I use Smart Score?

  • Build an audience using a Smart Score criteria to qualify highly engaged accounts.
  • Use Smart Score as a trigger in an Orchestration to progress engaged accounts to more personalized and/or specific cadences.
  • Use the Sales Activation module to prioritize high Smart Score accounts for outreach through the Sales Notification Email.
  • Build CRM reports and dashboards to help sales prioritize their account outreach. Check out this article for configuration steps: Salesforce Syncing - Field Update

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