Overview
Account 360 View allows you to track the signals that are helping you convert, across your Marketing and Sales touchpoints - for each account.
Things to keep in mind while using this feature
This feature uses 'Engagement Scoring' as a basis for tracking signals. Ensure that your plan includes this feature.
Ensure that you have set up all relevant signals that influence conversions, in your Factors project under 'Engagement Scoring'.
Each account scoring 'rule' will show up as an 'account property' with a prefix, and in the format 'ABM: (name of rule)'. This account property can be used as filters in segments, reports, automations; as payload in automations; and as table properties for each segment.
The 'number' indicates the count of occurrences of the signal across your sales engagement window. This sales engagement window is the same as what is configured in 'Engagement Scoring' in your project.
Ensure that the display name of the account scoring signal explains what the signal means, as we are using the same display name for the account property name.
Setting up the feature
'Account 360' view is available as a tab in all segments (other than All Accounts), for projects that have enabled 'Engagement Scoring'.
All the engagement rules created under 'Engagement Scoring' will show up as account properties and table headers in the Account 360 tab.
We pick the top 30 ABM account properties by weight in engagement scoring as default table properties in the segment, however this can be reordered or edited as per your convenience.
Use 'manage column' to edit and reorder the segment table properties.
Once the 'Engagement Scoring' feature is enabled, it will take up to 48 hours for the data to start populating in the Account 360 tab.
Using this data in Factors
For marketing teams - Identify gaps in your marketing strategy in effectively reaching accounts, and highlight your wins by showcasing how marketing was able to influence conversion. Always have a set of marketing-engaged accounts that are ready for sales to nudge to closure.
For sales teams - Track how marketing has been engaging accounts that sales is interacting with. Also check effectiveness of marketing in reaching accounts that matter to sales. Sales leads can put together how SDRs are influencing deal conversions in target account segments by measuring sales calls made, demo bookings completed at each account level.
Use this in internal QBRs to demonstrate how your engagement efforts drive pipeline and revenue.
To try this feature, or for any questions feel free to reach out to support@factors.ai, we'll be happy to help!