Score Your Contacts and Accounts so You Know Who To Target and Prioritize

This feature is only available for Custom plans

To configure how you want Apollo to score People and Companies, go to Settings > Scoring Engine and click New Scoring Model. More detail on how to use the page that follows can be found in this resource, so for now we'll dive into high level details around the scoring system itself.

How Scoring Works

You will first need to determine which demographics and behaviors are most important to you (shown as Score Rules in the app), and then assign a score to any possible value(s) for each. These can be zero or positive. After that is configured, the scoring engine will automatically determine who is valuable/not valuable by adding up the relative information for each contact/account and giving them a score. Note that you must determine the scores for your demographic and behavioral score rules, as well as the range between each. We give you a set list of values to make things consistent, but it's up to you how you use them.

Best Practices for Setting up your Scoring Model's Score Rules 

Only you are aware of what your ideal customer profile is, so it's always recommended to leverage any information you have outside of Apollo to build out your scoring model first. Thanks to our new Analytics tool (detailed here), however, we will show you any relevant opportunity information we have about your chosen filter in order to assist you (shown below in the 'Historical Data' section):

The number of employees at a company is measurable as a dimension* in Analytics 2.0, so when you view the #Employees demographic filter we'll show you a report about how successful you are at selling to companies of different sizes. In the example above, you can then leverage this to make informed decisions about the scores you assign to each company size.

The screenshot shows the setup process for company/account-based scoring, but the same exact concepts apply to people/contact-based scoring as well.

*Note: Dimensions are what reports are measured by, whereas metrics are the thing being measured in the report. In this case, each report in your Scoring Model will always reference opportunity-based metrics. Metrics and Dimensions are also detailed here. You cannot create reports off of just metrics.) 

Choose Which Scoring Model to Use

You can create as many scoring models as you like (from within Settings > Scoring Engine), but can only use one at a time. To choose which one you'd like to activate, click the [ ... ] button and then select Set model as active:

Viewing Your Scores

You can see the scores we've assigned your contacts and accounts by viewing their respective pages. Note that the available score filters are based on the scoring rules configured in your active scoring model. Beyond that though, hovering over a contact's/account's score will show you how exactly we determined it:

Automatically Push Contact and Account Scores to Salesforce

Apollo can automatically push updated contact and account scores to Salesforce, but you will need to make sure that the relevant fields are mapped first.

To sync contact scores with Salesforce, navigate to Settings > Contacts > Fields and scroll down to the "Recommendation Score" field found under the "Standard Contact Fields" section (shown below). From there, select the Salesforce Contact field that you would like us to push score under (if applicable), in addition to the Salesforce Lead field that you would like us to push score under (if applicable), and then click Save:

To sync account scores with Salesforce, navigate to Settings > Accounts > Fields and scroll down to the "Recommendation Score" field found under the "Standard Account Fields" section (shown below). From there, select the Salesforce Account field that you would like us to push score under, and then click Save:

Note: Updated scores are not pushed to Salesforce instantly, but should be synced within 24 hours.

Scoring Factors 

Related Resources:

• How To Manage Your Scoring Models (Beta)
• How To Create a Scoring Model (Beta)