Prioritize accounts using signal data

Overview#

A lot of revenue teams either ignore or overengineer their lead scoring systems, we built this guide with Alexandre to demonstrate the method Oneflow has mastered to score and assign a few thousand leads every month. This guide demonstrates how to set up to layers of scoring, split into two levels (global and geography specific) to make sure only worthwhile leads reach your sales reps.

Get started with multi-layered scoring in Cargo#

Step 1#

Set up your input variables to the workflow

Inputs used in the workflow are set up in the variables node at the beginning of the workflow. This node is used to define the parameters that will be passed through the rest of workflow as inputs to the rest of the nodes.

To power this workflow, the following variables are needed:

• Industry: The domain of the account being scored
• Signal: The signal(s) that have been captured for the account being scored
• Location: The location of the company being scored
• GeographiesList: The names of geogprahies pertinent to your sales organization. Ensure you use a consistent naming convention for the geogprahies. These will need to be provided in an array format, i.e. {{ [ "geography1", "geography2" ] }}.
• HighPriorityIndustries: The industries that are considered high priority for your sales organization. These will also need to be provided in an array format, i.e. {{ [ "industry1", "industry2" ] }}.
• HighPriorityTargetLocation: The locations that are considered high priority for your sales organization. These will also need to be provided in an array format, i.e. {{ [ "location1", "location2" ] }}.
• SignalType: The signals that are considered high priority for your sales organization.

Step 2#

Add two scoring nodes separated by a switch node

Use two other variables nodes to map the parameters that will serve as inputs to your scoring logic. The first one should have general scoring criteria that apply regardless of the geography of the account. The second one should have scoring criteria that are specific to each geography.

In the template shared above, each scoring node compares the input parameters (e.g. Industry) to the desirable values (e.g. HighPriorityIndustries) and assigns a positive score if there is match between the two. Adapt this logic as needed for your organization's needs.

In between the scoring nodes, use a switch node to route a record to the right geography, for a geography specific score to apply. For each geography defined in the scoring parameters in Step 1, the switch offers an independent route where a subsequent scoring node can be utilized to take into account region-specific criteria.

Step 3#

Write the accumulative score to the CRM

Finally, use a write node for your CRM's integration to map these combined scores into the appropriate fields in your CRM using an update action. In the template above, we demonstrate a scenario where both global and local score are summed together to create a common score. Adapt this logic as needed.

By following these steps, you can score accounts using multiple layers of logic, ensuring your sales teams' efforts are spent on the right set of accounts.