Account Intelligence Tool

HockeyStack's Account Intelligence tool helps your sales team focus on what matters most. We score accounts in your CRM, filter them by your Ideal Customer Profile (ICP), and identify the right contacts within those accounts. Their work emails and LinkedIn profiles are pulled into your CRM (currently Salesforce) automatically, ensuring your team always has the most relevant information at their fingertips.

Once high-priority accounts are identified, HockeyStack matches them to your ICP, which you can define by:

• Company Size: Target startups, mid-sized companies, or large enterprises.

• Annual Recurring Revenue (ARR): Focus on companies in your desired revenue range.

• Lead Details: Filter by role, seniority, department, and other key attributes to streamline your sales efforts.

This automated process helps your team focus on high-quality leads, aligning outreach with accounts most likely to engage for an efficient pipeline.

Intent Score

Overview

Intent score is a number from 0 to 100 that estimates a probability for a company to reach a specified stage in the sales pipeline. The probability is inferred from a machine learning model trained on historical data of companies that either converted or did not convert within a recent timeframe.

Inputs and Configuration

1. Touchpoints for Intent Score

   Configurable from the "Config" page, these touchpoints serve as input features for the model. They represent customer interactions indicative of intent.

2. Stage to Optimize For

   Also configurable on the "Config" page, this defines the target sales pipeline stage the model will optimize its predictions for. By default:

   • Predictor: Unified Channel

   • Target Stage: Meeting Scheduled

Push to CRM

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Every night, a worker will push accounts and leads to CRM (currently Salesforce only)

Accounts are matched by domain and leads by email so as not to create duplicates as much as possible

Accounts

The account object needs a custom field in order to receive the intent score

A custom field HockeyStack Intent Score needs to be created in order for this to work.

• In sales force the, add a custom field called HockeyStack Intent Score, it should autofill the name to HockeyStack__HockeyStack_Intent_Score__c

• The type should be number

The fields pushed for accounts are currently

1. Name

2. Domain

Leads

Leads will be attached to their respective account object

Currently for leads, the following fields are pushed

• First Name

• Last Name

• Work Email