Account scoring
also: lead scoring, account prioritization
Ranking accounts by a combination of fit and timing so reps work the highest-probability opportunities first.
Account scoring turns a flat list into a priority order. Most scoring blends two dimensions: fit (how well the account matches your ICP) and intent or timing (how ready it appears to buy right now).
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.
The best scores are also tunable. As the team learns which signals actually convert, they should be able to reweight and watch the board re-rank.
How Intakra treats it
In Intakra, heat = signal recency × weight × relevance, and every signal carries a source link — so any account's score can be audited, and weights are tunable.