Quick Start Account Scoring Best Practices and Use Cases

How do I access Quick Start Account Scoring?

1. Access HG Insight’s Automated Account Scoring feature by navigating to the “Create New Scoring Profile” modal in Opportunity Generator. 
2. Select the “Quick Start Account Scoring” feature to proceed. 
   1. Note: The Quick Start feature will generate a scorecard for you, and you will have the ability to refine the profile by editing the criteria. We recommend you engage your Customer Success Manager for the best results.
3. Alternatively, if you would like to manually create a scoring profile, select “Custom Scoring”. This will bring you to a blank Account Scoring modal where you can define all your criteria from scratch. 

How does Quick Start Account Scoring work?

HG can expedite your Account Scoring process with the new Quick Start feature. We will analyze a set of companies to determine their common attributes. We will then weigh and stack rank the attributes based on prevalence from the input list. The result is a populated Account Score card that you can build on to prioritize your account lists.

To specify a set of companies you can either:

1. Search by Product
   When you search by products (your own, competitors, etc), we are able to infer the company list based on which accounts have the products detected in HG’s technographic database. 
   
   Best Practice
   Limit your search to a single vendor, or a handful of products. The more products are added, the more generic your results may be. You can create and save multiple scoring profiles, so we recommend making one for each competitor, segment etc
   
   
2. Select from a Saved Search
   We will analyze the companies within a Saved Search. Your Saved Search can contain Uploaded Account lists, filters, or a combination of both.
   
   Name your saved searches specific to the use case ie, “Existing Commercial Customers”, “Greg’s Accounts”, “EMEA Prospects” etc

• • If you want your analysis to only consider the Parent organization, apply a “Global Headquarters only” filter for “Company Type” in Opportunity Generator before hitting “Save”.

What happens next?

Once the analysis is complete you will see your Score Card. Five scoring types are generated: Product Presence, Geography, Revenue Range, Employee Range, and Industry

 Best Practice

1. Review each scoring type analysis by selecting the scoring type on the left side of the modal. You will see the corresponding criteria and associated weight. You have the ability to edit, remove, or add to any of the scoring types
2. Although we generate five scoring types, we offer 15 unique scoring types. Select “Add” at the bottom left hand side of the modal to configure additional scoring criteria to the Quick Start foundation.
3. If you would like to build your profile out more, but need some help do not hesitate to reach out to your Account Team!

Once you are satisfied with your scoring profile make sure to add a name.

 Best Practice 

 We recommend being specific, (ex: ICP Closed Won Accounts 2023, etc) the name you select will be displayed anytime this scoring profile is applied. You will always have the ability to rename your scoring profiles in the future. 

1. Select “Save”
   1. The company list in Opportunity Generator will now be reprioritized based on the criteria saved within your score card
      1. Best Practice
         1. A “Fit Score” will display in line with each company. To understand why a company received the score, select the number and a side panel will display on the right side of your screen.
         2. Did you know we integrate with Salesforce? Use HG’s Salesforce Connector to display the same scores and criteria in your SFDC instance.

How is the Product Presence criteria defined?

1. We analyze and aggregate all technology installs from the input company list. We then compare the prevalence of products from the input company list to the prevalence in all companies in HG’s database.
2. We identify and prioritize products that are disproportionately detected in the input list, and stack rank them based on how much they deviate from the global average.
3. Weights are normalized out of 100 points based on the most “unique” and statistically significant install.

How are the Geography, Revenue Range, Employee Range, and Industry criteria defined?

• We analyze and aggregate data points from all of the input companies. We will summarize the statistically significant commonalities and weigh them accordingly.
• Weights are normalized out of 100 points based on the most common attributes.

Use Case 1: Score whitespace accounts based on how they compare to accounts that you’ve already won business with.

1. Specify your existing customers
   1. Search for your customers using the Product search OR
   2. Upload and Save a list of your existing customers. You will be able to select this as an input.
2. Select “Next”. Please do not navigate away from the scoring modal as the analysis is performed. 
3. Once the analysis is completed you will see a success message.
4. Select “Apply” to use your Automated Scoring Profile to prioritize the account list in Opportunity Generator 
5. To perform a broad whitespace analysis we recommend the following steps:
   1.  Navigate to the Products filter in Opportunity Generator
   2. If you used the Product Search: Use the “Exclude companies using any of the following products” search to specify the same products as step 1 above. 
   3. If you used the Saved Search: Use the same Uploaded Account list in Opportunity Generator. Enable the “Whitespace” checkbox that is displayed in the Account Upload modal. This will show you all companies outside of the uploaded account list.
   4. Select “Apply” 
6. The list below should show all accounts globally that do not have your product(s) as a detected install. The companies will be prioritized according to how similar their attributes are to those of your existing customers. 

Use Case 2: Discover your Competitor’s Ideal Customer Profile (ICP).

1. Specify your competitor’s customers
   1. Use the Product search to enter your competitor’s Products. We will infer the company list based on which accounts have the products detected
2. Select “Next”. Please do not navigate away from the scoring modal as the analysis is performed. 
3. Once the analysis is completed you will see a success message.
   1.  Review each scoring type analysis by selecting the scoring type on the left side of the modal to understand your competitor’s ICP. You will see the corresponding criteria and associated weight. You have the ability to edit, remove, or add to any of the scoring types

5. Select “Apply” to use your Automated Scoring Profile to prioritize the account list in Opportunity Generator 
6. Bonus: Understand Competitive Threat
   1.  If you apply your Competitor’s ICP scoring profile to your existing customer base, you can understand which companies may be the best fit/biggest opportunities for your competitors.

Use Case 3: Understand how to win business in a new segment.

1. Define your segment using either Market Intelligence or Opportunity Generator filters
2. Save your search
3. Use the Saved Search as your input for Quick Start
4. Select “Next”. Please do not navigate away from the scoring modal as the analysis is performed. 
5. Once the analysis is completed you will see a success message.
6. Select “Apply” to use your Automated Scoring Profile to prioritize the account list in Opportunity Generator