Creating a Technographic Account Score using HG For Salesforce

Account scoring as a means to prioritize your Account-Based Marketing outbound is one of the most common ABM use cases that HG Technographic data is used for. 



In this guide, we'll walk you through the step by step sequence to build a basic technographic scoring model Accounts in SFDC. 

Here is an overview of using HG For Salesforce to set up your account scoring.

 

1) go to Setup, Enter the Object Manager, Enter the HG Data Technology Object

2) Then go to Fields and Relationships

3) Click NEW, and select Formula, click NEXT

4) Name Field Score Modifier, Select Number as Formula Return Type, click NEXT

5) Insert Code in the Advanced Formula Tab, Example Code below

CASE( HG_Data_Connect__product__c ,

"Salesforce.com CRM", 25,

"Marketo", 25,

"Infor CRM", 5,

"Microsoft Dynamics CRM", 10,

"NetSuite ERP", 10,

"Oracle ERP",10,

0)



You will need to configure your code based upon the products your SFDC org is permissioned with, and assign each a scoring value based upon the value they present to your business. 





6) Go back to Setup, and within the Object Manager, Find the Account object

7) Click Field and Relationships and Select NEW

8) Select Roll up Summary, then click NEXT

9) Name your new Field, we’ve titled ours HG Technographic Score, Click NEXT

10) Under Select Object to Summarize, Select HG Data Technologies

11) Under Select Roll-up Type, Select SUM and Tech Score Modifier as the field to aggregate

12) Click through and Save and your scoring formula is complete