Account scoring built around what you sell
On your scoring call, we agree ten factors that make an account a priority for you. We build the research for each one. You decide how much each factor counts.
Your factors, not a fixed list
The same news can be a strong reason to call for one company and noise for another. A new office in Brazil matters if you sell in Brazil. So we don’t give you a fixed list of signals.
Instead, we agree ten factors with you. Each factor is a question about an account that tells you it’s a good time to talk. For each one, we agree:
- what we’re looking for
- how we grade it
- what counts as evidence
- how recent the evidence must be
Example rules from a payments team
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+18
Stack change in public
The CTO announces a migration. They are open to a new vendor.
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+14
Latin America / Spanish ops
You already cover the region. They just opened it.
-
+11
New executive
A VP Finance in the seat less than 90 days. They will review vendors.
-
+9
Results pressure
A missed quarter, or a cost line that maps to what you sell.
You set the weights
Move a slider to make a factor count for more or less. When you save, the priority list updates for your whole team.
priority listscore
Fictional accounts. Your weights change the ranking for your whole team.
Who controls what
- Your factors
- Agreed with your account manager. To add or change a factor, talk to them. A new factor can need new research, so it can take time to set up.
- Your weights
- Yours to change at any time, in Harpoons. Saved changes update the ranking for everyone at your company straight away.
- The research
- Built and run by us. Changing a weight changes the ranking, not the research. It doesn’t start new research or change what a factor means.
How a score is calculated
- We grade each factor for an account from the evidence we find.
- Each factor’s weight sets its share of the score.
- We add up the shares into one score.
The account brief shows how much each factor added. You can trace every point back to its source.
If we couldn’t assess a factor, the brief shows it as unknown. The score then shows how much higher or lower it could be.
A history you can go back to
Every version of your factors and weights is saved. Each score records the versions it used. So an explanation from last month still makes sense after you change something.
When you only change weights, we reuse the grades you already have. When a factor’s meaning changes, we grade it again.
Priority, not probability. A score ranks your accounts by how strong the reasons to contact them are right now. It isn’t the chance that an account will buy.
Book a call to
find out more
We’ll set up a quick 15-minute chat to see if it’s a good fit.
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