Through marketplace scoring, you can see which potential customers in your sales pipeline are most likely to purchase through the marketplace based on a predictive scoring model that rates your accounts.
By scoring your pipeline in Tackle Prospect, use the data to know:
On which marketplaces your prospects are most likely to transact
Which prospects would be most receptive to a marketplace pitch
How to organize your overall account-based marketing strategy
How scoring in Tackle works
Scoring in Tackle takes the accounts from your CRM, such as Salesforce, and uses a scoring model to predict each customer's likelihood of purchasing on a cloud marketplace. The model considers over 150 different factors about a potential customer, including marketplace purchase history, similarity to other purchasers, and cloud investments. This algorithm results in the High, Medium, and Low scores that you see once your accounts are scored:
High - The account is highly likely to have already purchased on that marketplace or is very similar to companies that have. Tackle has high confidence in this score.
Medium - The account may have some non-transacting interest activity on that marketplace.
Low - The account is not likely to have already purchased on that marketplace or it is possible they have and we do not have enough data to provide a more accurate response.
Once your accounts are scored, Tackle will work behind the scenes to always keep those scores up to date. There is no need to rescore your accounts, and the score you see might change as more information is made available to Tackle.
View High scored accounts at-a-glance on your Tackle dashboard
After scoring your accounts in Tackle, you can view scores in a few ways: on Tackle Dashboard or in Tackle Prospect.
On the dashboard, you can see the High score counts for each cloud marketplace, a highlight of High scores from the last 30 days, and next steps, like tips and help material, to get you started. This includes a best practice guide to help you better plan your sales strategy and co-sell opportunities.
View your prospect scores in-depth in the Prospect menu
Navigate to Prospect in your left-hand menu in Tackle for a breakdown of every account you've scored in one place. The chart shows an in-depth look into your scored pipeline. Below the summary is a comprehensive table of all your accounts scored for all your marketplaces, available for exporting your High scores and sharing with your team.
Once an account is scored, you can click any scored account in the Prospect tab for a breakdown of how your offers relate to each marketplace for that account. The account details appear in the side panel. The number of offers for each marketplace is listed and you can click each to get a filtered view for those offers.
Note: Offers shown for each marketplace and offers that are linked are only for the Tackle account that you’re signed in to.
Create private offers for scored accounts
When you're ready, you can create a direct offer or private offer directly from your accounts. To start, find the scored account you want and click the More options menu. Select Create direct offer or Create partner offer depending on your goals. The offer form opens. Company name is auto-filled for you. Learn more about offers in Tackle.
Marketplace insights
When your pipeline has 5% or more unique Highs for a marketplace in which you're not listed, you'll also see marketplace insights. Use this to help your team start more conversations around marketplace listings. You can view the accounts and get listed on the marketplaces.
Medium and low scores: deliver a plan of action
If you have medium and low scores across your marketplaces, use the lower scores to create a plan of action. This can ensure that your Mediums and Lows ultimately become High scoring accounts for your team. To know your scores, start scoring your accounts in Tackle or Salesforce.
Note
Accounts are scored based on the website URL associated with the account record. If the website is invalid or incomplete, the account will not be scored. Tackle does not use any marketplace data, customer data, or personally identifiable information (PII).