B2B Marketing Intelligence — Interactive Framework

ABM Account
Scoring Simulator

Score account readiness on the principle that determines ABM outcome: ICP fit and data quality, not campaign budget. Data completeness gates intent. A surge signal on an unverified record is noise, not pipeline, so weak data pulls the score down instead of papering over it. Adjust any input to watch the logic respond.

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Firmographic Fit 01
ICP match: company size, revenue, geography (industry set separately in 11)
65
Weak ICP matchPerfect fit
Data Completeness 02
Verified fields, contact coverage, enrichment — this gates intent
50
Critical gapsFully verified
First-Party Engagement 03
Owned behavioural signal — site, content, events, replies
40
NoneStrong
Third-Party Surge 04
External intent (6sense / Bombora) — corroborating, not confirming
35
FlatSurging
Buying Committee Coverage 05
% of decision-making unit mapped (typical B2B: 6–10 stakeholders)
30
Single contactFull committee map
Engagement Velocity 06
Rate of change — trajectory matters more than absolute level
55
DormantAccelerating
Sales Alignment 07
Sales buy-in, shared intelligence, agreed cadence
45
No alignmentFully synced
Economic Buyer 08
Budget authority mapped — this gates the score, not just weights it
Account History 09
Prior context adjusts readiness (± points)
Technographic Fit 10
Stack compatibility (± points)
Industry Vertical 11
Adjusts the firmographic dimension only — bounded to ±8 points
Pipeline Stage 12
Activation intensity should match buying stage (± points)
Account Tier 13
Governance & resource ceiling — deliberately does not inflate the readiness score
Account Readiness Score
0
—
◈ No economic buyer mapped — score capped. You cannot close what you cannot fund. Map budget authority before activating.
⚠ Data completeness critically low — intent is gated to near-zero. This reflects data risk, not disinterest. Remediate the record first.
△ Third-party surge exceeds first-party engagement — likely vendor noise, not real in-account interest. Verify before funding a play.
◈ Tier 1 Strategic account below threshold — do not deprioritise without VP-level review.
Signal Profile
Input Breakdown
Strategic Recommendation
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Methodology (v2): Data completeness gates intent rather than merely being weighted — a surge signal on an unverified record is discounted toward zero, because intent on bad data is engagement noise, not pipeline. Intent is split into first-party (owned behaviour, weighted higher) and third-party surge (corroborating); when surge far outruns first-party engagement, the model flags likely vendor noise. Industry vertical adjusts the firmographic dimension only, bounded to ±8 points — it no longer multiplies the whole score. Account tier drives governance and resource ceiling but deliberately does not inflate readiness. A missing economic buyer caps the score. Above 75 indicates readiness for coordinated outreach; below 50, remediate before activating. Thresholds (75 / 50) and the data gate are heuristic defaults for demonstration — in production they would be calibrated against your own win-rate and conversion history rather than asserted.
Original interactive framework by Kanika Kapoor, developed from independent research into enterprise ABM methodology.

Read reliability reflects data quality plus signal agreement — not predictive certainty. It is Low when data is thin or when third-party surge conflicts with first-party engagement, and High only when data is sound and the dimensions agree. It answers "can I trust this reading?", never "will this deal close?"