Account scoring
also: lead scoring, account prioritization
Ordering accounts by configured fit and timing inputs so reps can decide what to review first.
Account scoring turns a flat list into a priority order. Many systems blend fit (how well the account matches an ICP) with recent activity or event context. The resulting score is a heuristic, not a purchase-probability finding.
The failure mode is the black box. When a score spikes and no one can say why, sales stops trusting it, and an untrusted score is just a number on a dashboard. Defensible scoring exposes its inputs: which signals fired, how recent they are, and how they're weighted.
Useful scoring systems are tunable. Teams can adjust weights as they collect outcome data, while recognizing that small samples and correlation do not establish causation.
How Intakra treats it
In Intakra, heat uses signal recency, weight, and relevance. Signal records show source links when present, and weights are tunable.