Scorecard: New Account Relevance
What is it?
The new account relevance grade is based the percent of job change leads sent that land at a listed target account or an account that matches your ICP definition in UserGems, but is not already a customer or an active prospect with an open opp.
What it's important
Importance: High 🟠
It's highly important this grade is monitored because it's a reflection or your job change TAM for new business. That said, it's possible this grade may be lower than target for a few reasons including 1. Your TAM outside of job changes is simply strict. 2. Your ICP definition in UserGems is inaccurate. 3. You haven't provided all of your known target/ICP accounts.
How it's scored
How to improve it
It's possible that this grade won't improve if you have a very strict TAM which may be ok depending on how your business operates. However, you should investigate these ways to potentially expand/improve it.
- Make sure you've provided/uploaded all of your target and ICP accounts. If you haven't, or the list provided is too strict, the percent UserGems recognizes as landing at known target/ICP accounts will be slim, and your team may be missing prioritizing reaching out to these changes.
- Review your ICP definition in UserGems. Your ICP definition is how UserGems recognizes when a job change lands at an account you care about that maybe didn't exist in your CRM. If this definition is too narrow (less than 40% coverage) the percent UserGems recognizes as landing at unknown ICP accounts will be slim, and your team may be missing prioritizing reaching out to these changes.