๐Ÿ’ฏ Define your scores

Customer Fit Score

The Customer Fit score will help your team to focus on the right persona. The question here is: what kind of company do I want my sales team to focus on? The leads having the best scores should match your Ideal Customer Profile.

You can add a signal thanks to '+ New signal', name it, and add the conditions that need to be matched by your customers in order to earn points. Each signal can be weighted from 1 to 10 in order to provide a score out of 100.

In the example above, 3 signals need to be matched to have the maximum score. As they have all the same weight, each signal will be worth 33,3 points (100 / 3).

Example: In the previous scenario (cf screenshot), if a CEO of a 10 people startup signs up from the USA: he'll be scored 66,6 / 100 as he matches 2 of the 3 required conditions.

The leads having the best scores should match your Ideal Customer Profile

Product Adoption Score

The Product Adoption score will help your team to focus on the leads that have been creating value thanks to your solution. The question here is: What do my leads need to do in my solution in order to create significant value?

There are different ways to score your product adoption, you can start with the usage of specific features:

  • The unique usage of a feature (e.g 'campaign_created happened more than 0 times ever')

  • Multiple usages of a feature (e.g 'campaign_created happened more than 10 times ever')

  • Multiple usages of a feature on a regular basis (e.g campaign_sent happened more than 10 times in the last week)

The way to calculate & weight your score works like the Customer Fit Score.

The leads having the best scores here should have created significant value from your solution and adopted it.