Account Scoring
Account scoring aggregates person-level scores into a single account-level score. The fit score comes from the account's own firmographic data, while the engagement score is rolled up from the people associated with the account using a configurable aggregation strategy.
How Account Fit Is Computed
Unlike engagement, fit scoring uses the account's own firmographic data directly:
- The account's industry, employee count, annual revenue, and custom attributes are evaluated against the ICP profile
- The four fit dimensions are weighted and combined (see Fit Scoring)
- All people at the same account share this fit score
Fit is a property of the company, not the individual. Blending individual scores would produce the same result since all people inherit the same account firmographics. The fitStrategy setting supports "own-firmographic" (default) and "blended" for future extensibility.
Engagement Rollup Strategies
The engagement rollup strategy determines how person-level engagement scores are combined at the account level. Three strategies are available:
Champion Strategy (Default)
The highest-scoring person (the "champion") contributes disproportionately. Other contacts provide a smaller contribution.
Formula:
accountEngagement = champion.score * championWeight
+ average(rest.scores) * (1 - championWeight)
Where championWeight defaults to 0.6.
Example (4 people, champion weight = 0.6):
| Person | Engagement Score |
|---|---|
| Alice | 80 |
| Bob | 50 |
| Carol | 30 |
| Dave | 20 |
championContribution = 80 * 0.6 = 48.0
restContribution = (50 + 30 + 20) / 3 * 0.4 = 13.3
accountEngagement = 48.0 + 13.3 = 61.3
Champion strategy works best for smaller buying groups where one person drives most of the engagement. It prevents a single active champion from being diluted by less-engaged contacts.
Weighted-Average Strategy
All contacts contribute proportionally, weighted by their seniority (inferred from job title):
| Title Pattern | Seniority Multiplier |
|---|---|
| CEO, CTO, CFO, CMO, CRO, Chief, President, Founder | 1.5 |
| VP, Vice President, SVP, EVP | 1.5 |
| Director | 1.3 |
| Manager | 1.1 |
| All other titles | 1.0 |
Formula:
accountEngagement = sum(person.score * person.seniorityMultiplier)
/ sum(person.seniorityMultiplier)
Example:
| Person | Title | Score | Multiplier | Weighted Score |
|---|---|---|---|---|
| Alice | VP Sales | 80 | 1.5 | 120 |
| Bob | Manager | 50 | 1.1 | 55 |
| Carol | Analyst | 30 | 1.0 | 30 |
accountEngagement = (120 + 55 + 30) / (1.5 + 1.1 + 1.0) = 56.9
Weighted-average works best for large accounts with many contacts. It gives a holistic view of engagement across the buying committee while still weighting senior decision-makers more heavily.
Max-Breadth Strategy
Rewards accounts where engagement is spread across multiple people, not concentrated in one:
Formula:
engagedCount = count of people with engagementScore > 10
breadthMultiplier = min(breadthMultiplierCap, 1 + (engagedCount - 1) * 0.1)
accountEngagement = maxPersonScore * breadthMultiplier
The breadthMultiplierCap defaults to 1.5, so having 6+ engaged people yields a 1.5x multiplier.
Example:
| Person | Engagement Score | Engaged (> 10)? |
|---|---|---|
| Alice | 80 | Yes |
| Bob | 50 | Yes |
| Carol | 30 | Yes |
| Dave | 5 | No |
maxScore = 80
engagedCount = 3
breadthMultiplier = min(1.5, 1 + (3 - 1) * 0.1) = 1.2
accountEngagement = 80 * 1.2 = 96.0
Max-breadth works best for enterprise deals where multi-threaded engagement (engaging multiple stakeholders) is a strong buying signal.
Combined Account Score
After computing fit and engagement, the combined score is:
combinedScore = (fitScore * fitWeight + engagementScore * engagementWeight)
/ (fitWeight + engagementWeight)
Default weights: fitWeight = 1, engagementWeight = 1 (equal blend).
Buying Group Completeness Multiplier
When buying group intelligence is enabled, the account's engagement score can be further adjusted by the buying group completeness score. A more complete buying group (more roles filled) amplifies the engagement signal. See Buying Groups for details.
Configuration Reference
interface AccountRollupConfig {
engagementStrategy: "champion" | "weighted-average" | "max-breadth";
fitStrategy: "own-firmographic" | "blended";
championWeight: number; // default: 0.6
breadthMultiplierCap: number; // default: 1.5
}
| Parameter | Default | Description |
|---|---|---|
engagementStrategy | "champion" | How person engagement scores are aggregated |
fitStrategy | "own-firmographic" | Source for account fit score |
championWeight | 0.6 | Champion's share in champion strategy |
breadthMultiplierCap | 1.5 | Maximum multiplier for max-breadth strategy |
All engagement rollup strategies cap the final score at 100. Even with the max-breadth multiplier, the account engagement score will never exceed 100.
Score Breakdown
Every account score includes a full breakdown for auditability:
- Fit components: Per-dimension scores (industry, company size, revenue, custom) with weights and raw values
- Engagement components: Per-person contributions with seniority multipliers and weighted scores
- Rollup method: Which strategy was used (champion, weighted-average, max-breadth)
This breakdown is visible in the drill-down panel on the Matrix Visualization.
Related Pages
- Scoring Overview --- Full pipeline context
- Fit Scoring --- How account fit is computed
- Engagement Scoring --- Person-level engagement
- Opportunity Scoring --- Opportunity rollup
- Tier Assignment --- How account scores map to tiers