12Account Scoring

Overview of Account Scoring

Account scoring helps your sales and marketing teams to prioritize and target the right accounts. You define your ideal customer profile by selecting scoring criteria and assigning weights to them. You can choose your criteria from a broad range of signals and firmographic data. Each of your potential target companies is assigned a score by comparing with your ideal profile. You can also use the scores to divide accounts into tiers if you want to further group your account scores. For example, you can assign top-ranking companies evenly across territories.

You can add scoring criteria from a broad range of signals and firmographic data. Oracle DataFox provides thousands of criteria types. But you can also import your own data set to use it as criteria for account scoring. Assign weights to these criteria to determine the account score for a company.

This image illustrates examples of various inputs from your company data that you can use as account scoring criteria.

Oracle DataFox ranking criteria
Let’s look at some examples of filters you can use to set account scoring criteria:
  • A curated award list from sources such as Fortune, Inc, and Forbes.

  • A firmographic data point, such as headcount, location, or industry keywords.

  • Growth signals, including new office opening, key executive hire, or new product launch.

To get started, see How You Use Account Scoring.

Account Scoring Template

Account Scoring can help you find and prioritize your best-fit accounts by applying weights to criteria within Oracle DataFox or proprietary information being fed into Oracle DataFox.

Expedite the first iteration of your account score by using the auto-generated templates of commonly used criteria.

To begin, log in to your Oracle DataFox instance. Navigate to the Account Scoring tab.

Account Scoring tab

Under Draft Criteria and the Manage Criteria tab, you can see the option Use Account Scoring template.

Account Scoring template

Select this option to create a pre-populated list for your convenience. This list includes a common filter or weighted criteria.

Common filter criteria

You can adjust any of these weights as necessary since they’re general. Location, for example, could relate to just the United States. Or, something more localized like a specific Zip Code.

Select a related weight for it, as shown in this screenshot.

Choose weight

Filter, add, or remove criteria as needed. After you’re done, you can publish the criteria (you only receive this option when relevant weights have been applied).

Publish criteria

Once published, you receive a message that the criteria are scheduled for publishing. This can take several hours depending on the criteria selected.

Manager criteria
Account scores

By using templates, you can quickly build criteria for your reps to act on prospecting for faster results.

How You Use Account Scoring

Account Scoring empowers you to find bigger and faster-closing deals by prioritizing the right companies. Define your ideal customer profile and rank all potential target companies.

Account scores are transparent to everyone in sales and marketing to build confidence in scores, provide easy talk tracks, and drive feedback. This setup shows you how to create one example of each key type of criteria.

With it, you can see your best target accounts and create team-wide scores for companies.

Building on Oracle DataFox’s foundation of company data, you can create flexible criteria such as:

  • A curated award list from sources such as Fortune, Inc, and Forbes or a conference like the Salesforce Dreamforce.

  • A firmographic data point, such as headcount, location, or industry keywords.

  • A growth signal, such as a new office opening, a key executive hire, or a new product launch.

  • One of your own data points, such as a list you import or a dynamic list you build from your Salesforce data.

Let's get started!

Here are the summary of steps:

  1. Setting up criteria and using weights

  2. Previewing the criteria to check your work

  3. Publishing your criteria

  4. Setting up Tiers

  5. Syncing to Salesforce

Let’s walk through each of the steps.

  1. Setting Up Criteria and Using Weights.

    To prioritize and rank your accounts, you need to define what a good target customer looks like. When getting started with Account Scoring you have two options: starting with a template or building your own set from scratch.

    • Use an account scoring template

      • Use the template to load frequently used criteria. The criteria in white are already configured (e.g. Received Private Funding) and the criteria highlighted in yellow has a theme (e.g. Industry Keywords), but still needs to be customized to meet your Ideal Client Profile (ICP).

      • You can customize the criteria by clicking Choose Values. This enables you to add the respective criteria.

      • With a template, each criterion has been assigned with a default weight. You can also change the weight or make adjustments to the weight options by selecting Edit.

      • Additionally, you can adjust the naming convention of the criteria, or even add and remove recommended criteria.

    • Build your own set from scratch

      • This option allows you to configure all the scoring criteria through the filters, then make the adjustments to the name and weight in the draft view.

      • In addition to selecting the criteria, you also need to build out the weight tiers by selecting Edit, then Add A Weight.

        Note: You can have both positive and negative weights and you can allocate the points associated with each weight.
  2. Previewing the criteria to check your work.

    Before you publish the scoring criteria, you’re able to use the preview feature to make sure the correct companies are receiving higher scores. Once you have completed the draft criteria and chosen your sample group(s), select Preview.

    You can select up to two sample groups. For example, you can use Closed Won opportunities from Salesforce or a custom list of ideal companies to compare against a random group of companies from the database.

    Note: Salesforce users: If you’re using Closed Won opportunities, you need to enable opportunity syncing within the Salesforce settings in Oracle DataFox. See Set Up Salesforce Sync for Opportunities.

    After you click preview, you see the distribution graph with general guidelines to read the chart and individual company matrix:

    • Good target companies should generally have higher scores which show alignment between what you think the definition of good target companies are and whether your current companies actually reflect those criteria.

    • Random companies should be across the range. Since they’re random, the companies are spread out among high and low scores representing both good and bad target.

    • The chart also includes a list of companies from each sample and their individual scores. If you're iterating on an existing score, it’s best practice to take a screenshot of this matrix before you run the revised preview to see how individual company scores alter based on the criteria you’ve added.

  3. Publishing your criteria.

    When you’re satisfied with the criteria, you can publish the scores from the manage criteria or preview scores of the Draft Criteria tab. The scores are queued to publish overnight. (The Oracle DataFox app and your CRM application integration shows the most current scores available, but may note that a recalculation based on new criteria is underway.)

  4. Setting up tiers.

    Account Scoring helps configure custom tiers so everyone in the organization can identify best target companies and it allows for equitable and transparent territory balancing. Within the Distribution & Tiers tab, you can Manage Tiers and identify the tiers based on percentile (for example, 99th percentile = top 1% of companies) or the number of companies (for example, 500 companies in tier 1) in each tier.

    For example, if you have 10 reps and want to assign 100 accounts per rep, you can set Tier 1 to include 1100 accounts (10 x 100 + another 100 for a new hire). Changing tier definition takes effect immediately.

    Distribution tiers

    The tier is visible within the company profile in Oracle DataFox and is a filterable field as well. You can also sync the Account Scoring Tier as a customer field for each company into your CRM application.

  5. Sync to your CRM application.

    Leveraging tiers can be a valuable way to push new accounts to your CRM application. You can filter for Tier 1, net new accounts not currently synced to your CRM application, and save a dynamic list. Every few weeks you can check this list to see which companies are new, then sync them to your CRM application.

    The tier is also available in the iFrame within your CRM application as well.

How You Iterate On Your Ideal Customer Profile

Once you establish your Account Scoring criteria, you can begin adjusting to fine tune the results. You can preview these adjustments and tweak as necessary by using the Preview Scores feature.

To begin iterating, login to your Oracle DataFox instance and navigate to the Account Scoring tab.

Here you can see Draft Criteria and Published Criteria. Choose Published Criteria and select Edit. This allows you to adjust/preview weights.

Select Preview Scores.

Once Preview Score is selected, two sets of criteria are available with a distribution chart. One data set is a sample set, the other a dataset important to your reps. In our example, let’s compare a random set of companies from Oracle DataFox to Closed Won opportunities in our Salesforce (for example, ideal accounts).

Compare companies

The Y-axis represents the number of companies, while the X-axis represents Account Score. Closed won opportunities or your ideal accounts should shift towards the right of the X-axis scoring higher while the random group may have various peaks, but shouldn’t be concentrated on the far right side or the X-axis like your ideal companies.

Additionally, Scores appear in a list to show how individual accounts are impacted by criteria adjustments.

Company scores

We recommend taking a screenshot of the historic results so you can compare the new scores after you alter the Scoring criteria.

Iterating Criteria

Now, if you want to begin iterating your weights for a more fined tuned result, return to Manage Criteria.

From here, you can select Add Criteria to add additional filters for better tweaking. In our example, let’s select Signal Counts for New Products in the last year.

Apply it and name the criteria New Product.

Name criteria

Once applied, we can assign a high weight to it. When assigned, you may select Preview Scores again to view the changes.

Criteria weight

This screenshot shows the Preview Scores button.

Preview scores after assigning weights

Select Preview Scores to see how your changes affected the graph. This may take several minutes to complete.

Distribution chart

The results allow you to identify if your weights are correct or need further adjustments. You can also view the Company Scores to analyze results.

Compare company scores after assigning weights

Now that you have the ability to preview scores you can iterate on the scoring criteria instantly without waiting for the calculation.

How You Tier Your Existing Scoring Criteria

Account scoring features tier lists to distribute among sales reps in an equitable fashion. Account scoring allows reps to target different territories and ensures that no single rep handles all high-valued accounts.

Let’s look at how you can use account scoring tiers.

  1. Sign in to your Oracle DataFox instance and navigate to the Account Scoring tab.

  2. Click Distribution and Tiers.
    Distribution and Tiers

This area gives you a variety of options to manage your tiers and break them down as desired. You can, for example, select Manage Tiers and view said tiers based on a percentage rank, as shown in this screenshot.

Use percentiles option

Conversely, you can view them by a specific number of set companies.

Specify companied per tier

In the example, we broke the companies down into three tiers, distributed among our reps. Let’s apply those changes and modify the distribution graph.

Now, you can see how those tiers are ranked based on our Account Scoring Weights and Tier, as shown in this screenshot.

Tiers ranked based on the Account Scoring Weights

You can view them in the Company tab by clicking on any of the available tiers. In our example, let’s select Tier 1.

As you can see, our desired companies are shown by tier. You may also add this by selecting the Account Tier from Add a Filter.

Now you have a better idea of how to distribute accounts equitably among your reps.

Use Account Scoring with Salesforce

This topic is meant for Salesforce users only.

Account scoring is a powerful feature which allows you to prospect important tiers. Oracle DataFox gives you the ability to map your custom account score to Salesforce so your team is armed with the information they need to be more efficient and successful.

Let’s see how to map Fields in Salesforce so you can take advantage of its potential.

Create Custom Fields

You need to create a custom field for the Lead, Account, and Contact Objects.
Note: All these are number fields.
  1. To begin, select Setup.
    Setup a custom field
  2. Click Field under Accounts. To expedite this process, you can type fields in the search bar to quickly locate the proper object as shown in this screenshot.
    Fields
  3. Click Fields.

    The next window brings you to a list of current Fields. For now, you want to create a new one.

  4. Scroll to Accounts Custom Fields and Relationships, and click New.

    New field
  5. Create a custom field. To begin, locate Number and select it.
    Number field
  6. Click Next.

  7. In the New Custom Field page, fill details for the numeric-based field, as shown in this screenshot.

    Field detail
  8. Fill details as desired. It’s a good idea to label this custom field Account Score. Once done, select Next.

    Afterward, you’re brought to pages regarding account security permissions and page layouts. For now, leave these at their default values. You may, however, adjust as desired.

  9. After you’re done adjusting, click Save. You have now created the custom account score field, characterized as Number.
    Note: The custom account score field is specific to your Accounts object.

    This screenshot shows the New Custom Field page.

    Add to page layouts

Now, let’s create two additional custom fields under the Contact and Lead objects to take complete advantage of the Salesforce integration.

Additional custom field

To do so, repeat the steps to create custom fields for contact or leads.

Map Fields in Salesforce

  1. To map the account score in Salesforce, navigate to your Salesforce application and sign in. Afterward, select the Add icon as shown in this screenshot.
    Map account score in SFDC
  2. Locate and select DataFox Settings.
    Oracle DataFox Settings
    After you select DataFox Settings, a new window appears with different field values. One column is for DataFox Fields and the other for Salesforce Fields, as shown in this screenshot.
    Oracle DataFox field
  3. For each column, Account Scoring should appear at the top. Ensure that the Overwrite box next to Account Score is checked. When done, scroll to the bottom and click Save Mapping.

    Save Mapping

    The Custom Fields are now correctly mapped. Wait at least 24 hours before your lists populate.

Now, you can all set to use account score in Salesforce.

Account Scoring for Sales Reps

This topic is meant for Salesforce users only.

Leveraging Account Scoring

Account Scoring gives the opportunity to weigh companies based on characteristics important to your organization while helping you find and prioritize your best fit accounts.

For instance, the Oracle DataFox score is transparent and flexible so your team can control the criteria feeding into the algorithm. This criteria is based on info dense sources, built from 4 data sets:

  • Custom Salesforce information on the account (e.g. tier, custom industry, etc)

  • DataFox firmographics (headcount, location, etc.)

  • DataFox Signals (leadership changes, office expansions, etc.)

  • Conference attendees or public curated lists (Dreamforce, Inc 5,000, etc.)

Let’s see how to leverage Account Scoring below.

Prioritizing Account Scores

  1. To prioritize your named account list, first, login to your Oracle DataFox instance. Afterward, navigate to the Companies tab.

  2. Select Add a Filter and navigate to the Salesforce selection under CRM/Custom Data.
    Salesforce Custom Data
  3. In the Salesforce section, you should see Salesforce Account Owner and the reps associated with this criteria. In this example, let’s use Brian. Select the Account Owner, and then click Apply.
    Salesforce Lead Owners

    A list of companies with Account Scoring weights appears. If you don’t see the Account Scoring column, however, you need to adjust your fields.

  4. To add the column, select the Customize Fields icon.
    Create Dynamic List
  5. In the Inactive Fields section, search for Account Score. Click it to add it to the Active Fields section. You may drag it to organize its placement in Oracle DataFox. Click Close.

  6. When this is applied, Account Scoring should now appear in your instance.

    The companies with your Account Scoring weights appear. To prioritize, select the Account Scoring field and select Sort Descending.
    Descending Sort

    The highest weighted company appears at the top of the list, ideal for targeting best fit accounts.

Sales reps can view the scoring criteria by clicking into the company name to view the profile or by looking at the Salesforce iFrame.

Prospecting

The criteria thus far typically involves companies that you know exist. However, you can use Account Scoring to target prospects that don't currently exist within your Salesforce instance.

To identify these companies, let’s see a potential method with this example.

  1. Navigate to the Companies tab and select Add a Filter and filter for your ICP. In this example, let’s use multiple selections: Industry Keywords >> SaaS, Location >> United States, and Headcount >> 100 Minimum.

  2. To identify only net new opportunities leverage the Salesforce filter and change the option to Only show accounts not Synced to Salesforce.

  3. Now that you have a list of prospects that fit your ICP, you may want to sort by descending under the Account Score column. If you discover interesting accounts, you can select the check box next to the name and click the Sync to Salesforce button.

Use Chrome Extension for Prospecting

You may also target specific companies by utilizing the DataFox Chrome extension.

From a website, simply select the DataFox Chrome extension. Once done, a tab appears with details about the website and company.

The profile also displays the custom Account Score to provide talking points when doing outreach. If the company is a good fit, you can push it to Salesforce directly in the chrome extension to claim this account.

Guidelines for Integrating Custom Data

This topic is meant for Salesforce users only.

The Importance of Unique Data

The Oracle DataFox Account Score allows you to take custom information from your Salesforce or other sources to create a unique, accurate methodology to bubble up your best fit accounts.

Pushing Account Fields from Salesforce to Oracle DataFox

Fields from Salesforce can be integrated into your Oracle DataFox instance, which can then be used as Filters. The same filters can be utilized for account scoring.
Note: You must have admin privileges in Oracle DataFox to push these fields over.

Let’s see how to integrate your Salesforce fields.

  1. In your Oracle DataFox instance, select Settings.

    Settings
  2. Click the Fields tab.

    All your currently integrated Salesforce Fields are displayed.

You can scroll through the fields and select the fields that you think are valuable to your Account Scoring criterion.

Note: When you select your preferred criteria, it takes at least 24 hours to update your Oracle DataFox instance.

Integrate Salesforce Fields from Custom Spreadsheets

You may also upload custom lists/spreadsheets, allowing you to apply exact, granular results. These lists can be sourced from Excel or CSV files, online sources, or lists you send to Oracle Support.

This is a powerful option for users as it allows you to specify the exact results desired with lists and spreadsheets built by your team.

To learn more about importing lists, see Import Company Lists.

Strategy for Account Scoring

An Overview of the Account Scoring Strategy

Benefit your organization's processes when using a prioritized list of accounts. You can find these lists over time as you use the Oracle DataFox Account Scoring feature.

The Account Scoring process is iterative. Start small and build it up over time.

Account Scoring Process
You know the nuances of your business strategy and what markets you want to enter. When strategy changes or you need to run a specific campaign, you can update your score.
Account Scoring Update Score
Consequently, adaptations are made and evolve to improve.

With Oracle DataFox’s Account Scoring methodology, you get to choose how you want to weigh different scoring.

For example, let's say you want to hone in on companies experiencing robust growth through funding and hiring. Account Scoring lets you set those filters and discover flourishing businesses ripe for prospecting.

Account Scoring methodology
Now, you have a better idea of how Account Scoring adapts and provides useful granular results.

How to Ensure Account Scoring is Accurate

To verify the weight of Account Scoring, here are two recommended methods:
  1. If you're using Salesforce, make a list of companies in your CRM. Make sure the Account Score in Oracle DataFox lines up with your tiers in Salesforce. You may also utilize the insights tab for ideas on criterion/weights.

  2. If you’re not using Salesforce, you can identify top prospects/accounts and make sure they appear among the top companies based on your Account Score in Oracle DataFox. Again, you can use the insights tab for additional ideas regarding score weight and criterion.

It’s important to think of Account Scoring as a living model. We recommend making routine adjustments to track the companies and weights your organization find most valuable. Let’s dive deeper to demonstrate whether or not your Account Scoring is accurate. Remember, this is a case-by-case basis as different teams weigh scores based on their criterion.

Do Priority Companies Line Up?

We recommend looking at companies and weights you place as most valuable when prospecting. For example, perhaps your top value companies utilize Amazon Technographics.

Under the Companies tab in Oracle DataFox, you want these priority companies to appear at the top when you sort them.

Account Score
You notice that the preferred five companies appear at the top when sorted by Score Descending. In your instance, this is the desired result. If your top companies aren’t appearing, then you need to adjust the weight criterion for increased accuracy.

You can modify the weight of your criterion by selecting the Account Scoring tab in Oracle DataFox. This allows you to directly adjust scores as desired.

In our example, let’s say we valued growing companies and need to adjust the Job Listings weight. You may perform similar actions to help your criterion match up.

Adjust Weight
Now, you should have a better understanding of how best to deploy an evolving, iterative Account Scoring strategy.

Integrate Scores Into Your Workflows

Account Scores have a wide range of uses, including their integration with workflows. You can accomplish this integration in a few ways:

  1. Sync with your CRM application

  2. APIs

  3. Spreadsheets

Sync with your CRM application

This is important for all three, as applicable: leads, contacts, and accounts.

  1. For Salesforce users only: Setup with Salesforce. See Use Account Scoring with Salesforce.

  2. Automatically update underlying Account Data onto all three types of objects in the workflow anytime an event triggers a score update.

Update Account Score

Then, your workflow rules and automated triggers can depend upon this account score - to then push accounts into your email cadence or ad buying tools.

APIs

You can use Oracle DataFox APIs to put DataFox Account Data (including scores) into any workflow you want.

Spreadsheet Exports

Export your account scores via spreadsheet and then import them into any of your other systems. See Download and Extract Company Info to CSV.

Show Historical Score When Recalculating

When you update Account Scores, it takes several hours for this to update. It varies based on the number of companies and score weights.

Here’s a quick rundown of how it works:

First, log in to your Oracle DataFox instance and navigate to the Account Scoring tab.

Under Draft Criteria, click Publish. The scores are recalculated.

Once published you receive the following notification.

Navigate to the Companies tab. You see the Account Score column showing the account scores along with asterisks.

Base Score

The asterisk implies that the base score was the available value, but changes when account scoring has completed its update.

This update takes several hours in DataFox and normally up to a day in your CRM application. The accounts are pushed over to your CRM application based on your settings, so adjust as necessary.

Sync High Priority Accounts

After you apply your Account Scoring, you can bulk sync net new, high-scoring accounts to your CRM application so your reps can act accordingly.

Using this function is simple, and this quick tutorial shows you how! l. Let’s take Salesforce as an example in this topic.

Sign in to Oracle DataFox and navigate to the Companies tab.

Companies tab

Add Account Score and Account Scoring Tier from the Customize Fields option. If you have them enabled already, you may skip this step.

Set the fields as active, as shown in this screenshot.

Customize Fields

After you apply these fields, they appear in your instance.

Account Scoring fields

Now, you want to identify companies not yet pushed over to your reps. To do so, select Add a Filter.

Navigate to the Salesforce option. Here, select Accounts not synced to Salesforce from the Show Me list.

Show Accounts not synced to Salesforce

You can further specify the tier of accounts you want pushed over to Salesforce. Select Account Scoring Tier list, and then select Filter.

Account Scoring Tier drop-down list

Since you want to push over valuable Salesforce accounts, it’s a good idea to select Tier 1 in the list. Afterward, click Apply.

Account Scoring Tier 1

The results show your high-tier accounts not yet in your rep’s Salesforce instance.

To push these over to Salesforce, check the boxes next to each desired company (or the top box to check all). Afterward, you have the option to sync them.

Sync to Salesforce

You can also use a different method to identify best fit accounts. If you don’t want to sort by tier, you can sort by higher scores instead.

To do so, select Add a Filter and navigate to Account Scoring. Here, you can apply a minimum or maximum score.

Minimum and Maximum Account Scores

After you apply scores, similar results as before appear. You have the option to sync these high-account scores to your Salesforce.

Sync to Safesforce after applying Scores

Now, you have a better understanding of how to move valuable, un-targeted accounts to Salesforce for prospecting.

Examples of Account Scoring

You can prospect with customized and transparent criteria using account scoring. This section provides scenarios on how you can use account scoring to find and prioritize your best-fit accounts.

Example of Scoring Setup with Criteria

Account Scoring allows you to find and prioritize your best-fit accounts using information from Oracle DataFox and custom sources.

This table shows an example of account scoring and how the criterion breaks down.

Weight

Source

Criteria

+25

Custom

Spreadsheet: Accounts referred by partner

+20

Oracle DataFox

Firmographics: In the enterprise SaaS industry

+20

Your CRM

Sales Activity: 3+ previous Opportunities

+20

Oracle DataFox

Technographics: Uses a competitor

+15

Oracle DataFox

Signals: Launched a new product in the past year

+15

Your CRM

Marketing Activity: 3+ inbound Leads

+15

Oracle DataFox

Firmographics: 501-2,000 employees

+15

Oracle DataFox

Firmographics: Located in the US or EU

+10

Your CRM

CRM Field: Has a mobile app

+10

Custom

Spreadsheet: Leads from last year’s marketing

+10

Oracle DataFox

Conferences: Sponsored 5+ events in the past year

+10

Oracle DataFox

Signals: office expansions in the past year

-100

Custom

Custom Spreadsheet: Is member of Do Not Sell To list

-50

Oracle DataFox

Firmographics: in a country we do not sell to

-30

Oracle DataFox

Firmographics: <50 employees

You can also create scoring criterion from any of the following:

  • List: This could be a list you import, an award list that Oracle DataFox built, or a list you build within Oracle DataFox.

  • Dynamic List: This could be a search that you save based on firmographic filters, signal data, one of the other company datasets available through Oracle DataFox, or based on a custom column of data that you have imported to Oracle DataFox.

  • Conference: You can add any of the thousands of conference lists as a criterion.

See the other account scoring setup examples:

Example of Scoring Setup for Growth Investor

Oracle DataFox's account scoring tool allows you to prospect with customized, transparent criterion. For example, let's say you want to target early stage venture-funded startups. This table provides examples for the criteria.

Weight

Source

Criteria

+30

Custom

Spreadsheet: Tier 1 Prospects

+20

Oracle DataFox

Curated List: SaaS 1000 - Headcount growth

+20

Oracle DataFox

Curated List: Inc 5000 2017

+20

Custom

Spreadsheet: Old Pipeline from Spreadsheet

+15

Oracle DataFox

Firmographics: US-based, Headcount 50 - 150

+15

Oracle DataFox

People: Key Executive Hire

+15

Oracle DataFox

Growth: Office Expansion

+10

Oracle DataFox

Curated List: CyberSecurity 500

+10

Oracle DataFox

Conference: Slush 2017

+10

Oracle DataFox

Conference: Saastr 2018

+10

Oracle DataFox

Firmographics: Investors: Sequoia & Accel

+10

Oracle DataFox

Funding: Investors: Salesforce or Microsoft

+5

Oracle DataFox

Firmographics: Private, Series A or B, <500

+5

Oracle DataFox

Firmographics: Saas Sector

+5

Oracle DataFox

Investors: Y Combinator or StartX

-20

Oracle DataFox

Firmographics: consumer, social

-40

Oracle DataFox

Firmographics: Old Company, Founded pre 2000

-60

Oracle DataFox

Firmographics: health, bio

-100

Oracle DataFox

Firmographics: acquired or public or shutdown

See the other account scoring setup examples:

Example of Scoring Setup for Sales and Marketing

You can prospect with confidence using a credible account scoring criterion from Oracle DataFox.

Let's say you want to target mid-market, high growth enterprise SaaS companies, especially in sales technology, using only Oracle DataFox data. This table provides an example.

Weight

Source

Criteria

+25

Oracle DataFox

Sales Intelligence Software - G2 Crowd

+25

Oracle DataFox

City San Francisco, CA, Headcount > 20

+25

Oracle DataFox

SaaS 1000 - Top 1000

+25

Oracle DataFox

Technographics: uses Salesforce

+20

Oracle DataFox

Technographics: uses Dynamics

+20

Oracle DataFox

Inside Sales - Sales Intelligence - Company Intelligence

+20

Oracle DataFox

Mid-Market, Headcount 200 - 1k

+15

Oracle DataFox

Conference Salesforce Dreamforce 2017

+15

Oracle DataFox

B2B Marketing Ignite 2017 - Sponsors

+15

Oracle DataFox

SaaS 1000 - October 2017

+15

Oracle DataFox

B2B Sales Performance

+15

Oracle DataFox

Sales Intelligence and Data

+10

Oracle DataFox

Conference TOPO Sales Summit 2016

+10

Oracle DataFox

Bankruptcy (1 Year) > 1

+10

Oracle DataFox

Keyword saas OR enterprise software

+10

Oracle DataFox

Marketing Account Intelligence Software - G2 Crowd

+10

Oracle DataFox

Inc 5000 (Software) > 50 employees

+10

Oracle DataFox

Star Conference SaaStr Annual 2018

+10

Oracle DataFox

Inside Sales - Sales Intelligence

+5

Oracle DataFox

Inside Sales - Sales Intelligence - Buyer Insights

+5

Oracle DataFox

Headcount > 1k

+5

Oracle DataFox

Sales Intelligence

+5

Oracle DataFox

Product Hunt - CRM Must-Haves

+5

Oracle DataFox

B2B Marketing Exchange Conference 2017 - Sponsors

+5

Oracle DataFox

Keyword b2b

+5

Oracle DataFox

Star Conference Salesforce Dreamforce 2016

-5

Oracle DataFox

Keyword infrastructure

-5

Oracle DataFox

Headcount > 20k

-20

Oracle DataFox

NOT US, Headcount > 100, Revenue > $1, Funding > $5m

-25

Oracle DataFox

Negative: Industry or Competitive (1 Year) > 1

-50

Oracle DataFox

Small Startup Direct Competitors, Too Close for Comfort

Account scoring offers a robust way to find and prioritize your best-fit accounts, and provides transparency so that all reps have a clear understanding of the qualifications of the companies they're targeting.

See the other account scoring setup examples: