How RMOS™ Integrates Account Scoring
RMOS™ (Revenue Marketing Operating System) connects fit, intent, engagement, and product signals into a governed account score. Scores drive prioritized lists, routing & SLAs, and stage-based plays across marketing, SDR, and sales.
RMOS™ integrates account scoring by blending ICP fit (firmographics/technographics), market intent (topics, surge, competitive), first-party engagement (depth, recency, buying-group coverage), and product signals (PQLs, usage, contracts). A governed model normalizes inputs, weights by segment/motion, and publishes a single Account Score + Tier to CRM/MAP for routing, SLA timers, and play orchestration.
Why Score Accounts Inside RMOS™?
The RMOS™ Account Scoring Playbook
A practical sequence to design, deploy, and govern account scoring inside RMOS™.
Model → Match → Publish → Orchestrate → Measure → Govern
- Model: Define positive/negative ICP criteria. Weight fit + intent + engagement + product per segment and motion (new vs. expand).
- Match: Standardize domains, de-dupe, and perform lead-to-account matching to roll individuals up to an account.
- Publish: Write Account Score and Tier (1-3) to CRM/MAP with change history for analytics.
- Orchestrate: Route Tier-1 to fast-lane SLAs; trigger buying-group plays aligned to stage intent.
- Measure: Monitor SQL rate, stage conversion, cycle time, ACV, and coverage by tier; compare sourced vs. influenced revenue.
- Govern: Weekly re-rank, dead-reason analysis, and budget reallocation based on performance.
Account Scoring Capability Maturity Matrix (RMOS™)
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary KPI |
|---|---|---|---|---|
| ICP & Weights | Generic personas | Segmented weights for fit, intent, engagement, product | Product Marketing / RevOps | SQL Rate by Tier |
| Lead→Account Matching | Manual lookups | Automated matching & dedupe with domain + hierarchy | Marketing Ops | Routing Accuracy, Speed-to-First-Touch |
| Score Publication | Siloed fields | Single Account Score and Tier synced to CRM/MAP | Sales Ops | Adherence to SLAs |
| Buying-Group Coverage | One contact per deal | Role-based plays across Champion, EB, InfoSec, Proc | SDR / AE | Contacts per Opp, Multithreading % |
| Orchestration | Manual blasts | Signal-driven, stage-based sequences across channels | Demand Gen | Meetings & Pipeline from Tier-1 |
| Governance | Quarterly tweaks | Weekly re-rank, A/B on weights, budget reallocation | Revenue Council | Win Rate, CAC Payback |
Client Snapshot: From Scores to Revenue
Implementing RMOS™ scoring and fast-lane SLAs increased meetings from Tier-1 accounts, shortened cycles, and expanded ACV via buying-group coverage—without additional media spend. Explore results: Comcast Business · Broadridge
Map account journeys with The Loop™ and align execution with ABM priorities and lead management for consistent follow-through.
Frequently Asked Questions about RMOS™ Account Scoring
Turn Scores into Systematic Revenue
We’ll embed scoring into routing, SLAs, and buying-group plays—so your best accounts move first.
Operationalize ABM Priorities Unify Lead-to-Account Flow