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Coming Soon: Account scoring and tiering based on external triggers

Written by
Rudy Lai
Last Updated
October 13, 2022
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Prioritisation and focus are the key to any effective organisation. In a difficult market, where leaders must deliver more revenue and results with a smaller team, prioritising your efforts becomes even more important.

Coming Soon Scoring and Tiering

With this new feature, Tactic enables you to capture external signals from the internet and prioritise opportunities for revenue.

Use cases

This applies to all go-to-market teams using Tactic’s GTM data automation. For example:

  • Strategy teams can prioritise costly marketing channels like account based marketing (ABM) or sales outbound on high propensity segments; and leverage email marketing in lower propensity segments.

  • Marketing teams can increase the ROI and effectiveness of their (limited) paid ads and event budgets onto the most promising audiences, and increase conversion rates with more micro segmentation.

  • Sales teams can continuously rank and tier accounts based on external triggers like a new product launch or a digital transformation initiative, increasing sales efficiency by having reps constantly focused on the best actions.

  • Success teams gain an additional set of external signals to identify upsell opportunities, such as reaching out to strategically upsell products for companies that are opening a new market.

  • Partnership teams can tier new partnership targets and focus their efforts into winning partners with the biggest overlapping value propositions, such as sharing a target segment like food and beverage or insurance.

How it works

Let’s say you are targeting companies that are still growing. You want to optimise your go-to-market in the UK, by prioritising about 10,000 mid-market companies into 3 tiers.

You partner with Tactic to figure out that the key signals are a) number of job open posts in the last 3 months; b) new office openings; and c) announcements on entering new markets.

Using Tactic’s data catalogue, you enriched these 10,000 companies with those 3 signals overnight.

With the new account scoring and tiering features, you setup a score with the following rules:

  • All 3 signals are equally weighted

  • The more open job roles there are, the better

Tactic then shows you a score from 0-100 for each of the 10,000 accounts. You then use the tiering feature to split the market into 4 tiers:

  • Top 20% (top 2,000 accounts) are Tier A

  • Second 20% (2,001 – 4,000) are Tier B

  • Third 20% (4,001 – 6,000) are Tier C

  • Everything else (6,001 – 10,000) are Tier D

Lastly, you export these tiers into your CRM, so that you can build reports and assign them into different sales and marketing campaigns.

And that’s it!  This is how you capture external signals from the internet and prioritise opportunities for revenue.

Account scoring and tiering is launching late 2022 and we are looking forward to your feedback.

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