Prioritize accounts using signal data

Overview#

A lot of revenue teams either ignore or over-engineer their lead scoring systems, we built this template with Alexandre to demonstrate the method Oneflow has mastered to score and assign a few thousand leads every month.

This template demonstrates how to set up two layers of scoring, split into two levels (global and geography specific) to make sure only worthwhile leads reach your sales reps.

Prioritize accounts by using signal-based data inside a Cargo workflow#

Step 1 - Set variables#

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 geographies pertinent to your sales organization. Ensure you use a consistent naming convention for the geographies. 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 - Global scoring#

Add a scoring nodes to assign a global points-based score to the account

Use a variables nodes to map the parameters that will serve as inputs to your scoring logic.

Points-based scoring defines simple rules that, when met, assign a score to an account. In a scoring node in Cargo, an expression determines this logic: if the expression is true, the node’s assigned points (positive or negative) add to the total score. Multiple true conditions in a node can cumulatively increase the account’s score.

In the template shared above, the 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.

Step 3 - Local scoring#

Add two scoring nodes separated by a switch node

After the first scoring node, a switch node can route records by location. For each geography defined in the scoring parameters in Step 1, the switch provides an independent route, allowing a subsequent scoring node to consider region-specific criteria.

The second level of scoring nodes can assign different points based on the geography of the record. Points can be tailored to match the specific needs of each sales territory.

Step 4 - Update CRM#

Write the accumulative score to the CRM

Finally, use a CRM write node to map the combined scores into the appropriate fields 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. You may also choose to map the global and local scores separately.

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.