Account Scoring and Segmentation in Pigment
Account scoring and segmentation doesn’t have to be painful
Knowing which accounts and geographies to prioritize is not only key to maximize revenue, but also to keep your sales force engaged with a clear path to achieving their targets.
But this process can be biased - based on assumptions rather than data. Usually, this happens because of.
Manual account reviews, with priorities communicated too late into the fiscal year
Use of historical segmentation and scoring, ignoring past performance and the reality of the market
Lack of equal opportunity for sales reps to hit their targets, resulting in churn
Ensure your attention is exactly where it should be
Watch the 2 minute demo below to see how to manage account scoring and segmentation in Pigment.
Make it seamless
Define automatic segmentation and scoring based on specific criteria and different scenarios (e.g., company size, number of FTE, revenue, or a combination of multiple criteria).
Explore any possibility
Need to make a change to your segments or territories? Slice and dice the data to see what would make the most sense for your organization and easily integrate changes in your plan.
Put resources to work where they matter most
Integrate with your sales capacity and quota plans, get more visibility into your priority accounts, and identify opportunities.
Key features for effective account scoring and segmentation
Automated data import
Collect accurate data from your systems (CRM, ERP, HRIS, ATS…) in real time to avoid time-consuming tasks and data import errors.
On-the-fly scenarios
Run what-if scenarios in minutes to assess the key drivers that affect your business.
Flexible mapping
Easily update and adjust your mapping to adapt to your organization’s reality.
“One year you can have two regions and four territories, and then the following year you may want to divide the world into three regions with three segments and three territories in each of those, so being able to change the structure of the model is something that is easy to do in Pigment.”
Troels Veien · Sales Analytics & Performance Manager
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