Demandbase Tips· Episode 2/2
Qualification Score: prioritizing the right accounts with AI
In an Account-Based Marketing (ABM) strategy, building your list of key accounts is an…
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In an Account-Based Marketing (ABM) strategy, building your list of key accounts is an essential first step.
But which of these accounts are actually ready to buy?
This is where the Qualification Score, Demandbase’s predictive score, comes in.
Using artificial intelligence, it helps you identify the most promising accounts and focus your efforts where they will have the greatest impact.
Why use a predictive score?
A good ABM strategy relies on accuracy.
But even with a well-constructed Target Account List, it’s difficult to know which accounts are most likely to become customers.
The Qualification Score solves this problem:
It assigns a score (from 0 to 100) to each account, based on how similar it is to your best customers.
This score allows you to:
- 🎯 Prioritize your marketing and sales campaigns
- 🤝 Align sales with high-potential accounts
- 💰 Optimize your budgets by focusing on the most profitable opportunities
How is the Qualification Score calculated?
The Qualification Score is based on a machine learning model trained using your existing customer data.
Demandbase analyzes what characterizes your best customers, then evaluates each account according to the same criteria.
Here are the main data sources used:
| Data Type |
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