6Account Scoring

Overview

Account Scoring helps you prioritize your universe of target companies to optimize your sales and marketing efforts. This increases executive confidence their teams are aligned and focusing on the right accounts. There are many benefits of account scoring.

With Oracle DataFox’s Account Scoring methodology you get to choose how you want to weigh different criteria. You know the nuances of your business strategy and what markets you are trying to enter.

Account Scoring methodology

What It Does

Account Scoring supports a broad (technically, infinite) portfolio of ranking criteria. Any of the inputs shown in this screenshot can be used as a criterion.

Oracle DataFox ranking criteria

Thousands of Criteria Types: Based on Oracle DataFox data, there are hundreds of criteria (50+ firmographic criteria, 60+ signals), as well as tens of thousands of conference and award lists.

In addition, there are several thousand types of technographic and sector filters available.

Tap the Bull’s eye to add it as a criterion:

Bull’s eye icon

Use Oracle DataFox’s list discovery and search tools anytime you explore a new sector, conference, region, or strategy. Find some compelling results? Hit the bullseye to add it as a criterion and boost your scores.

If you have a data set you want to use that Oracle DataFox does not have, you can use the Oracle DataFox list import tool to import your custom data and then mark that as a criterion.

Examples of Criteria

Here's a quick example of the process:

  • A curated award list from sources such as Fortune, Inc, and Forbes.

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

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

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

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 will 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 are general. Location, for example, could relate to just the United States. Or, something more localized like a specific Zip Code.

Once you adjust each criteria, you may select a related weight for it, as shown in this screenshot.

Choose weight

From here you can filter, add, and/or remove criteria as needed. When satisfied, you can publish the criteria (you only receive this option when relevant weights have been applied).

Publish criteria

Once published, you will receive a message 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 will walk you through 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.

    Getting started with Account Scoring

    First, you can 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 and you’ll be able to add the respective criteria.

    Account Scoring template

    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.

    The second option is to Build my own Account Scoring Criteria from scratch. This will allow you to configure all the scoring criteria through the filters, then make the adjustments to the name and weight in the draft view.

    Build my own Account Scoring Criteria

    In addition to selecting the criteria, you will also need to build out the weight tiers by selecting Edit, then Add A Weight. Please note, you are able to have both positive and negative weights and you’re able to allocate the points associated with each weight.

    Edit weights
  2. Previewing the criteria to check your work.

    Choose company list

    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’ll need to enable opportunity syncing within the Salesforce settings in Oracle DataFox. See Set Up Salesforce Sync for Opportunities.

    After you click preview, you’ll see the distribution graph below 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 are random, the companies will be spread out among high and low scores representing both good and bad target.

    • Below the chart is 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 will be queued to publish overnight. (The Oracle DataFox app and your CRM application integration will show the most current scores available, but may note that a recalculation based on new criteria is underway.)

  4. Setting up tiers.

    Oracle DataFox 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.

Draft criteria

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

Select Preview Scores.

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, we’ll 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 below in a list to show how individual accounts are impacted by criteria adjustments.

Company scores

We recommend taking a screenshot of the historic results above 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, we’ll select Signal Counts for New Products in the last year.

Add criteria

We’ll apply it and name the criteria New Product.

Name criteria

Once applied, we will 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 will 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. This 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.
    Account Scoring
  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 above 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 new 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. We recommend labeling this custom field Account Score. Once done, select Next.

    Afterward, you will be 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’ve 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.

There are several benefits to this. For instance, the 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:

  • Sets include 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.)

We’ll show you how to leverage Account Scoring below.

Prioritizing Account Scores

  1. To prioritize your named account list, first, login to your DataFox instance. Afterward, navigate to the Companies tab.
    Company Search
  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 we'll use Brian. Select the Account Owner, and then Apply.
    Salesforce Lead Owners
  4. After the filter applies, a list of companies with Account Scoring weights will appear. If you do not see the Account Scoring column, however, you need to adjust your fields.

    To add the column, select Customize Fields.
    Create Dynamic List
  5. A new window will appear. Under the Inactive Fields side, you should see the Account Score selection. Click it to add it to the Active Fields section. You may drag it to organize its placement in Oracle DataFox. Click Close.
    Account Score field
  6. When this is applied, Account Scoring should now appear in your instance.

    The companies with your Account Scoring weights will 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.
Account Scoring Criteria

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, we’ll show you a potential method with this example.

  1. Return to the Companies tab and select Add a Filter and filter for your ICP. In this example, we will 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.
    Show accounts not synced to Salesforce
  3. Now that you have a list of prospects that fit your ICP, you will want to sort by descending under the Account Score column. If you discover interesting accounts, you can check the box to the left of their name and hit the Sync to Salesforce button.
    Sync to Salesforce

Use Chrome Extension for Prospecting

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

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

The profile will also display 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.

Custom Account Score

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. From there, those same Filters can be utilized for Account Scoring. Please note, you must have admin privileges in Oracle DataFox to push these fields over.

We’ll demonstrate how to integrate your Salesforce fields below:

  1. In your Oracle DataFox instance, select Settings.

    Settings
  2. Navigate to the Fields object.
    Fields
    When Fields is selected, you will be presented with all your currently integrated Salesforce Fields, as shown:
    Salesforce Fields

From here, you can scroll through the Fields and check the boxes for each you think will be valuable to your Account Scoring criterion.

Please note, when you select your preferred criteria, it will take 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, we have two recommended methods.
  1. If you're using Salesforce, you can make a list of companies in your CRM and 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.

We’ll 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 or Marketo 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 will notice 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 are not 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 will 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. 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 File.

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.

Account Scoring tab

Under Draft Criteria, select the Publish option. Once done, the scores will begin recalculating.

Publish the Draft Criteria

Once published you receive the following notification.

Published Scoring Criteria

Navigate to the Companies tab. When you do, you should see your Account Scoring drop-down list. Here, you notice an asterisk.

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

A new window appears. 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: