How a 0-100 fit score gets computed.
Every account in your CRM gets one number that tells your reps whether to call this week, this quarter, or never. Here is how it is built.
Four input classes.
Capex authorizations, capacity expansions, supplier-concentration risk, outsourcing language. Item 1A / 7 / 7A extractions.
HTS-class match, volume trend, tariff exposure, sourcing-shift detection. 24-month rolling window.
Role-class clustering, geographic correlation with capex signals, 14-day window.
Industry, revenue band, geography, certifications you require. Defined during pilot setup.
A typical $40M manufacturer's pipeline.
1,800 accounts in CRM. ~50 score above 70. Top 25 become priority briefs.
Old signals lose weight.
A capex signal in a 10-K filed eighteen months ago is no longer actionable. Each signal class decays with its own half-life:
- filing signals
- half-life · 12 months
- customs signals
- half-life · 6 months
- hiring signals
- half-life · 90 days
- ICP match
- no decay
What the score does not measure. The score is fit plus timing, not propensity to close. A P1 account is not guaranteed to buy from you. A P1 account is one your reps would regret missing.
We do not use intent signals from third-party trackers (no Bombora, no G2 surge data, no anonymous-visitor de-anonymization). Those signals are noisy in industrial verticals.
The model is calibrated quarterly against pilot outcomes. Customers see the calibration delta in their quarterly re-scoring report.