How Does Scoring Align to ABX Strategies?
Turn account scores into coordinated experiences across marketing, sales, and success. Use signals to tier accounts, trigger plays, and personalize every touch so buying groups feel known—not dripped.
In ABX, scoring is not just a gate to sales—it’s the switchboard for experience design. Fit + intent + engagement roll up at the account and buying-committee level to set tier (1:1, 1:few, 1:many), trigger plays (e.g., executive intro, competitive displacement), and govern coordination (who acts, where, and when). Scores must expose reason codes that map to specific journeys and SLAs.
Where Scoring Powers ABX
The ABX Scoring Playbook
Connect scores to real actions so the next touch is obvious for every account and role.
ICP & Tiers → Signals → Weights → Thresholds → Plays → Routing → Govern
- Define ICP & tiers: Fit bands and 1:1/1:few/1:many rules; publish a single tiering rubric.
- Choose signals: Firmographic/technographic fit, verified intent, multi-role engagement, product usage (for expansion).
- Weight & decay: Elevate verified intent and economic buyer touches; add negative weights for disqualifiers; apply time decay.
- Set thresholds & reasons: Establish MQA cutoffs per tier with clear reason codes (e.g., “Analyst content + CFO engaged”).
- Attach plays: Every reason code maps to an ABX play (persona content, exec email, workshop, POV trial).
- Route with SLAs: Named AE/SDR rules by tier; tasks, alerts, and sequences launch automatically.
- Govern with Finance: Track lift in meetings and revenue per rep hour; recalibrate quarterly.
ABX Scoring Capability Maturity Matrix
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary KPI |
|---|---|---|---|---|
| ICP & Tiering | Loose ICP | Documented tiers linked to ACV/margin | RevOps + Finance | Coverage of Tier 1 |
| Signal Strategy | Clicks & opens | Verified intent + role-weighted engagement | Marketing Ops | Precision@Top-N |
| Reason Codes | Black box score | Human-readable reasons tied to plays | RevOps | Rep Adoption % |
| Experience Orchestration | Manual touches | Automated play launch by tier/reason | SDR/AE Leaders | Speed-to-First-Meeting |
| Routing & SLAs | Round-robin | Named ownership with tiered SLAs | Sales Ops | Meeting Rate |
| Measurement | Volume vanity | Meetings, pipeline/revenue per rep hour | Analytics | Revenue/Rep Hour |
Client Snapshot: From Scores to Experiences
After introducing reason-coded MQAs and mapping them to ABX plays, a B2B tech firm lifted meetings from Top-200 accounts by 24% and improved opportunity win rate by 12%. See related proof: Comcast Business · Broadridge
Use The Loop™ to align signals and plays by stage—from awareness to expansion—so ABX stays coordinated and measurable.
Frequently Asked Questions
Align Scores to Real ABX Plays
We’ll implement tiers, reason codes, routing, and play orchestration—so high scores become high-converting experiences.
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