Use Tackle marketplace scoring in Salesforce to evaluate your Salesforce pipeline by each account’s likelihood to buy in the cloud marketplace. You can also automatically score new accounts that enter your pipeline, and set up custom criteria to only auto-score the most relevant leads.
Once your accounts are scored, you can run Salesforce reports for more in-depth insights on your Opportunities and identify which accounts score highly in each marketplace.
Important
You must have the Tackle for Salesforce integration installed and configured for scoring to use the features described in this article.
To score accounts, your Salesforce user user must have the Tackle - All users permissions set. If you prefer to customize your user permissions, make sure to include Tackle.FullAccess.Prospect for each user who needs to score accounts.
Score accounts in Salesforce
Sign in to Salesforce and navigate to the opportunity you want to score.
In the Tackle card on your Salesforce Opportunity page, click the Prospect tab.
Click Score account. Tackle will return the following scores:
Tackle propensity to buy - Score is provided by Tackle. It indicates the likelihood of an account to transact on a cloud marketplace based on Tackle’s machine learning and over 150 influencing factors. Tackle will return a score for each marketplace of High, Medium, or Low.
AWS Marketplace engagement (Controlled Availability) - Score is provided by AWS when an opportunity has an approved co-sell and shows how likely the customer is to procure a solution through AWS Marketplace on a scale of High, Medium, or Low.
Note: This score is currently a Controlled Availability limited release and not yet available to all customers. To opt in and access this feature, contact your Tackle coach or account manager.
Note: AWS Marketplace scores for propensity to buy and AWS engagement can be different for an account. Learn about how AWS Marketplace scores work and what they mean.
Once your account is scored, Tackle will keep scores up to date as time passes and market conditions change. Tackle will also automatically sync any accounts you’ve scored in the Tackle platform with your Salesforce account. Learn more about marketplace scoring.
Automatically score new accounts in your pipeline
As new leads enter your pipeline, Tackle can identify the most valuable accounts and automatically score them.
To enable auto-scoring:
In Tackle, go to the left menu and click Account Settings
Click the Prospect tab. Here you’ll see a list of all auto-score cohorts that have been created in your Tackle account, including one pre-built by Tackle. Use the slider at the bottom of each card to enable or disable auto-scoring for that cohort.
If you prefer to create your own auto-score cohort based on criteria you choose, follow these steps:
Click Create Cohort. The Cohort builder opens.
Name your cohort and add a brief description to help you keep track of the type of accounts included.
In the Filters section, select the criteria you want to use to identify which accounts to auto-score:
Sales stage –– Select any number of sales stage(s) in your Salesforce account.
Opportunity type –– Select any number of Opportunity type(s) in your Salesforce account.
Total contract value –– Choose Greater than or Less than, then enter a dollar amount.
Target close date –– Choose Before or After and enter a date, or choose Within and enter a number of days.
Include closed opportunities –– Use this slider to include Opportunities marked Closed in your Salesforce account. By default, this option is disabled.
In the Estimated opportunities matching this criteria section, you’ll get a preview of how many accounts in your Salesforce pipeline we expect to auto-score, based on your current filters. Your Tackle subscription may be limited by how many accounts you can score, and may not be able to score all the accounts in your cohort.
When you’re done, click Save.
Once you’ve saved and enabled a new auto-score cohort, Tackle will score all the accounts in your Salesforce pipeline that match the filters you chose. Additionally, every new account that enters your Salesforce pipeline going forward will also be scored if it meets those criteria, with new scoring run every hour.
To delete an auto-score cohort in your Tackle account, return to Account Settings > Prospect and click on that cohort, then click Delete.
Add Tackle marketplace scores to your Account object
Now that you’ve scored your accounts in Salesforce, here’s how to show those scores on your Account object using a Related List.
For more help using related lists, see Salesforce’s guide Related List - Single🔗, or check out this helpful video from Salesforce detailing how to add a Related List to your Account page🔗.
Important
To follow these steps, you must be a Salesforce Administrator.
Navigate to any Account and click the Gear icon to open the Setup menu. Then, click Edit Page.
In the Components menu, search for “Related List - Single”.
From your search results, drag and drop the entry Related List - Single onto your Account page, wherever you want to see your marketplace scores.
In the right-hand menu, click the Related List drop-down menu, then click Tackle Buyer Signals.
Drag and drop the Tackle Buyer Signals related list from the palette onto your Account page layout.
In the Assign Page Layouts section, click Account.
In your Page Layout menu, find your Tackle Buyer Signals related list. Click the wrench icon to edit the fields in your Related List.
In the Available Fields menu, click the column “AWS Prospect Score”, then click the Add Field button to move it to the Selected Fields menu.
Repeat this step to add two more fields: “Microsoft Prospect Score”, and “Google Prospect Score”.
Click OK, then click Save in your Page Layout menu to save your Related List fields and columns.
Click Save in your Edit Page menu to save your new Account page layout with your marketplace scores included.
Create reports in Salesforce using your marketplace scores
The Tackle for Salesforce package includes a pre-built Report Type for marketplace scoring, called Accounts with and without Tackle Buyer Signals. This report shows a list of your Salesforce accounts that have been scored using Tackle’s marketplace scoring. To learn more, see this guide from Salesforce: Report Types🔗.
Create a report: Accounts with Tackle Buyer Signals
Salesforce Objects included in this Report Type:
Account
Tackle Buyer Signals
Follow these steps to create your report:
In Salesforce, click the App Launcher icon. Then, search for and select ‘Reports’.
In the Reports menu, click New Report. Then, in the Category column, click All.
In the Select a Report Type menu, search for and select ‘Accounts with and without Tackle Buyer Signals’.
Click Start Report to begin building a new report for this report type.
Note: If you see a message that reads “No records returned in preview,” click the link to show All accounts.Click Filters > Date > Created Date > All Time. When you’re finished, click Apply.
If your filter fields are hidden, click the caret to pop out your list of fields. Click Outline > Show all Fields, then click the Accounts folder to expand it.
In the Accounts folder, find and drag each field you want to include in your report into the Columns section of the report builder.
Note: If you aren’t sure which fields to include, we recommend the following - Name, Account Name, Account Owner: Full Name, Website.Click the Tackle Buyer Signals folder to expand it, then find and drag each field you want to include in your report into the Columns section of the report builder.
Note: If you aren’t sure which fields to include, we recommend the following - AWS Prospect Score, Microsoft Prospect Score, Google Prospect Score.Click Save, then click Update the Report Name > Select Folder. Click Public Reports if you would like to share the report, or Private Reports to limit access. When you’re finished, click Save.
Add a Cross-Filter to only show Accounts with Tackle Buyer Signals
In your report builder, click Filters, then select the dropdown arrow.
Click Cross Filter > Account > With > Tackle Buyer Signals. Then click Apply.
Click Save, then click Update the Report Name > Select Folder. Click Public Reports if you would like to share the report, or Private Reports to limit access. When you’re finished, click Save