Account scoring you actually use
Most tools give you a number and stop. Gradient Works scores your accounts and gives you a system for acting on it.
01The problem
RevOps builds the score. Reps ignore it.
Most companies have a score. Few have a system that makes reps act on it — and an unused score is indistinguishable from no score at all.
- The score arrives as a number with no reasoning, so reps do not trust it.
- Nothing in the rep’s daily workflow changes because of it.
- The model is a rules table somebody has to maintain by hand.
- It gets rebuilt from scratch every planning cycle.
02The approach
A score with its reasoning attached, wired into assignment
Market Map replaces guesswork with explainable, lookalike-based scoring — and then the score drives which accounts land in which rep’s book, so acting on it is the default rather than a decision.
A score is only worth what gets done with it. The interesting question is not how accurate the model is — it is whether anything in a rep’s week changes because of it.
03End to end
How it works
- 01
Score
Every account ranked by similarity to your closed-won customers.
- 02
Explain
Each account shows its summary, cluster, attributes and five most similar customers.
- 03
Act
Scores feed territory design and book assignment directly, so high-fit accounts get real coverage.
- 04
Measure
Segment coverage reports show whether the high-fit accounts are being worked.
- 3×
- more qualified pipeline created
- +16%
- more opportunities created per rep
04Proof
What customers say
You can’t just tell reps something, you have to show them. Within a few months, I had people slacking me about how cool it was.
Our reps are thrilled because they know the accounts we assign from Gradient Works are going to be worth reaching out to, and our ops team loves having this new ability to source high-potential accounts.
05Questions
Frequently asked
Why don’t reps trust our current score?
Usually because it arrives without reasoning. A number on its own asks for faith; a number plus "here are the five customers this account resembles" asks for a judgement the rep can make.
Do we need to define our ICP first?
No. The model derives fit from the customers you have actually closed, which is why it does not need to be rebuilt every time your ICP document changes.
What if our CRM data is a mess?
That is the normal starting condition. Scoring works from closed-won similarity rather than manually maintained segment fields, so inconsistent data hurts far less than it would in a rules-based model.
Can the score drive routing too?
Yes. Scores are available to territory design, book assignment and routing logic.
See lead routingScore your market and act on it
Market Map is on the free plan. Connect your CRM and see the clusters.