Journey Predictions uses a machine learning model to surface the accounts most likely to become an open opportunity/deal. The model is trained using accounts past or present in an open opportunity/deal in your CRM, and analyzes the fit, intent, and engagement behavior prior to becoming an open opportunity to find accounts that look like and are acting like those accounts that became an open opportunity. The model scores accounts into high and medium bins, these Prediction Scores are refreshed daily providing a reliable view of account potential.
Journey Predictions takes the guesswork out of how to combine various in-market and fit signals so that your marketing and sales team improves their efficiency by focusing on the accounts most likely to become an open opportunity.
Who can access
Access to Keyword Intent Location depends on your package.
| Your Package | RollWorks Journey Predictions |
|---|---|
| Standard Advertising | Not Included |
| Advanced Advertising | Included |
| ABM | Included |
| ABM with Advanced Advertising | Included |
| Starter (Legacy) | Not included |
| Standard (Legacy) | Included |
| Professional (Legacy) | Included |
| Ultimate (Legacy) | Included |
| Free Tier | Not included |
To find your current subscription, log in to RollWorks and navigate to Settings > Billing > Plans & Usage.
In addition to having a RollWorks package that includes Journey Predictions you must have the following:
- RollWorks integrated with Salesforce or HubSpot:
- Have Journey Stages configured with at least one stage using the Opportunity or Deal object. Learn more here.
- Have 3 months of historical opportunity/deal activity data in your CRM.
- At least 1 Journey Stage configured with Opportunity or Deal objects.
- A minimum of 10 accounts in your CRM that are currently in, or have been in the Open Opportunity/Deal Journey Stage, based on your Journey Stage configuration. This data is needed as a training data set.
Where to access Journey Predictions
Journey Predictions is available in the following areas of the RollWorks platform:
- As a filter in the RollWorks Command Center, and can be viewed as a column
- As a filter in the Enhanced Contact List Builder
- As a filter when creating an Account List via the RollWorks Command Center
- As a trigger in RollWorks Workflows
How to use Journey Predictions
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Start by viewing how the high and medium predicted accounts fall across your customized buying journey: accounts with High or Medium Prediction Score are highlighted in yellow, while accounts with no predictions are shown in purple.
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Filter the accounts distributed across the buying journey using the Journey Predictions filter. This will surface just the High and/or Medium predicted accounts.
- You can see the detailed Prediction Scores in the main table, sorted from High to Medium, while starting with Prediction Scores first.
- Use the Insight Cards to identify where your marketing and sales teams are missing out on capturing the demand being displayed.
- Take the next best actions suggested within the Insight Cards, for example create new Account records in your CRM, or create an Account List in RollWorks.
- If you apply a Journey Prediction filter in the Command Center, and take the action to create an Account List, that filter will automatically be passed through as a rule in the Account List Builder.
- Additionally you can add Journey Predictions as a filter to Account Lists that have been built using the Command Center. Please note that Journey Prediction filters are not available for Account Lists that have not been built using the Command Center.
- You can optionally add Journey Prediction rules in to the Enhanced Contact List
- This will surface Contacts from your integrated CRM (Salesforce or HubSpot) at High and/or Medium predicted Accounts.
- You can trigger a Workflow using Journey Predictions - this is a great way to identify Contacts a given Sales Rep is responsible for working.
- You can use Contact Discovery Workflows to identify Contacts at High and/or Medium predicted accounts that are not present in your CRM, and add those contacts.
Journey Predictions FAQs
What attributes and signals does the model take into account?
The predictions model looks at the fit, intent, and engagement of the accounts in the positive training data set prior to those accounts having an opportunity opened. We then look at accounts that are not yet in the open opportunity stage and assess how closely these accounts look like and are behaving like the accounts that became an open opportunity.
The Data / Features in the predictions model include:
- Company Attributes (Fit): industry, company size, company revenue, technologies, etc. We consider all account attributes that are part of the RollWorks ICP Fit Grade Account Scoring model.
- Engagement: Website Page Views, Form Fills, Salesforce, HubSpot, and Marketo Activities including event type, and inbound/outbound designations.
- Intent: Keyword Intent and Bombora Company Surge Intent.
- Other Variables: The model considers other variables like the count of intent/engagement over a given time frame, the cumulative intent/engagement, and recency of the intent/engagement.
What does High and Medium prediction score mean?
High: top 5% of positively predicted accounts – on average, High accounts are 25x more likely to become an open opportunity than an average account
Medium: top 40% of positively predicted accounts – on average, Medium accounts 5x more likely than more likely to become an open opportunity than an average account
What is the duration it takes to generate predictions?
Once the eligibility requirements are met, customers can expect prediction scores within 24 hrs
How do you determine which accounts were in an open opportunity/deal?
RollWorks uses your customized Journey Stages to determine which accounts are currently in an open opportunity/deal or were previously in an open opportunity/deal.
RollWorks uses the first stage that uses an Opportunity (Salesforce) or Deal (HubSpot) rule to infer which stage represents an open opportunity.
What happens if I change my Journey Stage definitions?
Predictions are versioned to the stage changes, so it’s likely the accounts with a High and Medium Prediction Score will change.