Account Scoring in Minutes, Not Months
We’re thrilled to announce the launch of our Public BETA for Account Scoring at Territories.ai! This milestone comes after months of design, building, feedback, iterations, and improvements aimed at helping organizations better understand both current customers and future prospects. In this edition of the RevOps Rocket, we’ll focus on the key features of scoring within our platform and how these powerful tools can supercharge your team’s understanding of every account in your CRM.
Uploading Accounts & Data Cleaning
This isn’t new news: good data going in means good data coming out. The first step in Account Scoring is ensuring you have solid, clean information to work with. While Territories.ai can’t magically clean up all your CRM data (yet!), our AI platform works to identify duplicates, consolidate erroneous records, scrub irrelevant formatting, and recognize data types. It’s all part of our initial data ingestion. Once your data file is uploaded, we work on cleaning and prepping it so you can move forward with confidence.
Pricing Models
Next up is Pricing. While not required to score accounts, understanding your pricing model allows our platform to weigh both the likelihood of an account being a good fit and how much they might spend. It also helps with a second layer of data hygiene. Inside Territories.ai, you can rebuild your pricing structure and instruct our platform on what to do when certain data is missing—like whether to apply default values, or skip over those accounts entirely.
By linking pricing at the account level, Territories.ai calculates your entire account list’s Total Addressable Market (TAM) potential at both the aggregate and individual account levels. We go beyond standard “propensity to buy” by layering in spend potential, meaning you can rank and score each account with insight into how much they might actually contribute in revenue.
We’ve even built in price modeling capabilities, so you can test out how pricing changes might affect your existing customers, prospects, and overall revenue potential across different products and services.
Scoring & Ranking
In the past, building an account scoring model from scratch could take weeks—or even months. Companies often end up choosing one of two paths:
- Hire a specialist who reuses a cookie-cutter approach, which might not truly capture your unique ICP, data, or goals.
- Spend months (and a small fortune) working with external RevOps consultants to develop a one-off solution—one that can become outdated in a year or two.
At Territories.ai, we believe there’s no one scoring model to rule them all. Instead, we create a completely customized model for you, every single time.
It starts with your account-level data, then we add a GenAI-powered intelligence layer. We blend your hard metrics with the qualitative inputs you provide about your ICP. The system then recommends a unique scoring model, with a two-tier weighting system: first at the topline (general or unique data relevant to your ICP), then further refined with sub-weights (e.g., weighting 10–100 employees differently than 101–250).
Once your scoring model is finalized, our platform:
- Scores and ranks every account.
- Calculates a weighted TAM (more on that soon).
- Recommends a final target account list that matches your ICP and short-term opportunities.
So, if you started with 100,000 accounts, the scoring process could narrow that list down to the 45,000 or even the best 5,000 accounts most likely to convert and drive revenue.
Because we’ve built a pricing model in parallel, you also gain Weighted TAM insights. Yes, an account might have a total TAM of $10,000,000, but its short-term revenue potential (what we call Weighted TAM) might be closer to $750,000, or $15,000. This dual perspective, long-term and short-term potential, lets you be laser-focused about how you engage and prioritize those opportunities.
Finally, each account gets a unique rank, from 1 (your best-fit account) to X (your bottom-most account within your defined scoring model).
What’s Next?
Our goal with Account Scoring is simple: to give every organization, no matter the size, a powerful way to quickly build a smarter, more accurate, and more customized scoring model. What once took months of complex work can now be done in mere minutes.
From here, you can push your new Scoring insights back into your CRM, helping Sales, Marketing, Customer Success, and Account Management teams zero in on the accounts that truly matter.
Interested in getting started? You can join the public beta for FREE at: https://app.territories.ai/sign-up
As we roll out Capacity Planning and Territory Design features in the coming months, this foundation of smart data modeling will help revenue teams plan, forecast, and grow with more precision and confidence. We can’t wait to see how our customers use Account Scoring to revolutionize their RevOps approach!
Stay tuned for more updates from Territories.ai, and don’t hesitate to reach out if you have questions or feedback about the public beta. We’re here to help you make the most of your account data—now and into the future.