Account Priority (Value & Matrix Scoring)

Problem

The marketing team wants to find a better way to hand off accounts to sales. They currently use Salesforce’s native rating scale based on the accounts’ latest activity, but they would still like a way to refine accounts further. They decide to compare the rating with the company size of the account, as their ideal customer is a medium sized business.

Solution Option 1: Value Scoring

The marketers create conditions inside of Value Scoring based on three different fields: Account Type, Account Rating, and Company Size. Research has shown that it’s easier to up- or cross-sell to current customers instead of gaining new business, so current Customers get 10 points. Salesforce already comes with a basic “scoring” system of Cold, Warm, and Hot accounts. Hot accounts will get 15 points, while Warm accounts will get 10 points. Finally, since mid-sized businesses are their ideal customer, a Company Size of 100-1000 gets 5 points, while companies over 1000 get 2 points.

The marketers then create three labels for different scores. Since the highest score possible is 30 (10 + 15 + 5), the labels are separated into three equal sections. Scores 0-9 will say “Low,” 10-19 “Medium,” and 20-30 “High.” They display the text label in the Field “Account Priority Score.”

Value scoring can be useful for groups and individuals, even if you currently use the Salesforce account rating functionality. Prioritization Helper lets you add even more dimensions and criteria to account’s scores.

Solution Option 2: Matrix Scoring

The marketers build a matrix, setting the Object they are prioritizing to Account, the Criteria is Company Size, and the Alternatives are the Account Rating. They then rank the criteria and input values for each cell.

The marketers then create three labels for different scores. The highest score possible is 25 (5 * 5). Scores 1-6 will say “Low,” 7-15 “Medium,” and 16-25 “High.” They display the account score in the Field “Account Priority Score.”

Matrix scoring can be useful for groups and individuals, even if you currently use the Salesforce account rating functionality. Prioritization Helper lets you add even more dimensions and criteria to account’s scores.