What is Customer Fit Score?
Customer Fit Score is a score between 0 and 100 representing how well a prospect matches your ideal customer profile.
For example, your ideal customer usually match the 5 following signals:
- Company Size is greater than 50 employees
- Company category is SaaS
- User who signed up is working at the Marketing Department
- Location is US or UK
- Company raised more than $5M
For each new trial, Salesmachine will calculate a Customer Fit Score based on these signals. Here, if a trial matches all 5 signals: the score would be 100. If it matches only 2 signals, the score would be 40.
Why to configure Customer Fit Score?
Customer Fit Score helps your sales team to focus their attention on trials that are likely to generate more revenue. Your sales team save time instead of contacting the trials that won't be generating revenue.
How to configure Customer Fit Score?
Add signals representing your ideal customer.
What is a signal?
A Signal represents one important criteria of your ideal customer. Ex: Company size > 50 employees.
How to add a signal?
1 . Name the signal
This is the signal's name that your sales team will see. Pick a simple/short name that represents the signal conditions. (Ex: Company size > 50 employees).
2. Add signal's conditions
If you're working at the account level, first choose if the signal is based on contact or account data.
If you chose to be working at the contact level, the condition needs to match at least one contact within the account to be taken in consideration.
For example, for the signal "User who signed up is working at the Marketing Department" to match, at least one contact of the account should work at the Marketing department.
3. Define a weight between 1 and 10
You can weight the importance of signals on the score. For example if the signal "Company size is greater than 50 employees" is 2x more important than the signal "Company Category is SaaS", you can define the following weights:
- Company Size is greater than 50 employees (weight=10)
- Company category is SaaS (weight=5)
If an account matches only the first signal (company size > 50 employees), the score will be 75.
If an account matches only the second signal (company size > 50 employees), the score will be 25.
If an account match all signals, the score will be 100.
Visualizing Customer Fit Scores
Once you're done adding your customer fit signals, don't forget to save the settings. Salesmachine will calculate a customer fit score for every customer with a trial status (it can take some time if you have a lot of customers with this status). You can find the results on the Convert module.
Create Custom Conditions
Use the Salesmachine attribute Customer Fit Score (Number) to create custom conditions in Segments or Workflows.
No customers in Convert module?
If you don't see any customers in the convert module, it's usually because no customers have a trial status. Make sure the settings of statuses are correct here.
What are the difference between Customer Fit Score and Product Adoption Score?
Customer Fit Score represents how much a trial matches with your ideal customer (ex: size of the company, localisation, etc) whereas Product Adoption Score represents how much a trial have been adopting your product during its trial period (successfully sent a campaign, invited contacts, etc).