Key Capabilities
Criteria Definition
Define criteria as strategic topics, themes, or initiatives. Manage your criteria library as your strategy evolves. Describe what each criterion means in business terms.
Automatic Scoring
Scores derived from enrichment data, jobs, tech stack, financials, and public intelligence. Scheduled scoring updates keep criteria current as data changes.
Query Configuration
Configure how each criterion evaluates accounts. Group related queries together. Fine-tune which data sources and signals feed into each criterion.
What Insight Scores Tell You
Each account in your territory has a score for every insight criterion you’ve defined. If you’ve set up criteria like “DevOps Transformation” and “Global Expansion”, every account gets scored on both.- A high score means the account shows strong signals related to that topic - they’re hiring for it, investing in it, or publicly talking about it.
- A low score means little to no evidence of activity related to that topic.
Viewing Insight Scores
In the Territory Insights Tab
Open your territory and switch to the Insights tab. This shows criteria scores aggregated across all territory accounts - which strategic topics your territory is most aligned with overall.In the Territory Companies Table
Insight scores can appear as columns in the Companies table. If insight criteria are enabled in your territory’s Enriched Columns settings (type: Insights), the scores show alongside other account data.On Individual Account Profiles
Click into any account to see per-criterion scores in the account profile. This shows you exactly how each account scores against each strategic topic.Common Workflows
Understanding Why an Account Scores High
Understand the signals
A high score on “Platform Engineering Transformation” means the account is showing signals - hiring platform engineers, adopting relevant tech, publishing content about platform engineering.
Comparing Accounts on a Specific Topic
Spotting Opportunities Across Criteria
Identify broad themes
If “Software Delivery Acceleration” scores high across many accounts, that’s a theme you can build messaging around.
Using Insight Scores in Conversations
Insight scores give you specifics for personalised outreach:- “I noticed your company is investing heavily in DevOps transformation - we help companies at this stage by…”
- “Your hiring signals suggest you’re accelerating platform engineering - here’s how we can help…”
Interpreting Scores
| Score range | What it means | How to act |
|---|---|---|
| 80–100 | Very strong alignment to this topic | High priority - this account is actively investing in this area |
| 60–79 | Moderate-to-strong signals | Good fit - worth investigating and engaging on this topic |
| 40–59 | Some signals, not definitive | Monitor - may be early stage or the signals are indirect |
| 0–39 | Little to no alignment | This topic isn’t a strong angle for this account - try a different criterion |
Scores are relative, not absolute. An 80 means strong signals compared to other accounts, not that 80% of some measure is met.
Tips and Best Practices
Don’t rely on a single criterion - look at the pattern across multiple criteria to build a full picture of an account.
- Use criteria scores in scoring models - insight scores are most powerful when they feed into scoring models, where they’re combined with other signals for an overall account rank.
- Review criteria quarterly - strategic priorities shift. Update your insight criteria to match your current GTM focus.
- Share insights with reps - insight scores give AEs a reason to reach out. Make sure they know how to find and interpret them.