Account Scoring for Territory Allocation

Territory balancing requires a score for every account — a single number that represents the account's pipeline potential. This score combines ICP fit (how closely the account matches your ideal customer profile), deal size estimate (expected contract value based on company size and tier), and conversion probability (historical conversion rate for similar accounts). The composite score enables mathematical territory balancing.

1. ICP Fit Score (0-40) Score each account on ICP fit using your established criteria: industry, company size, technology stack, growth stage, and behavioral signals. Accounts that match perfectly score 40. Accounts that partially match score 15-25. Accounts below minimum fit thresholds should not be in any territory.
2. Deal Size Estimate (0-30) Estimate the expected deal size based on company revenue, employee count, and historical deal sizes for similar accounts. Normalize to a 0-30 scale where 30 represents deals at or above your average enterprise deal size. The estimate does not need to be precise — directionally correct is sufficient for territory balancing.
3. Conversion Probability (0-30) Assign a conversion probability based on the account's engagement history, intent signals, and segment-level conversion rates. Accounts with active intent signals and prior engagement score higher. Accounts with no prior interaction and no intent signals score lower. The probability adjusts the territory value to reflect not just what could be won but what is likely to be won.