Anti-Fragile take
Account scoring is not a static firmographic filter. It is a living model that combines who the account is (ICP fit) with what they are doing right now (signal strength). Most teams score on employee count and industry, then wonder why reps ignore the output.
We score accounts on evidence: closed-won patterns, active buying signals, enrichment coverage, and territory ownership. Scores decay when signals go cold and retrain when deals close. The model gets sharper under stress because every win and loss feeds back.
Why it matters
Reps have finite attention. Without scoring, they default to the loudest account or the one they already know. Scoring concentrates effort on accounts where timing and fit overlap, which is where pipeline velocity actually lives.
How we build it
Warehouse-first scoring model trained on closed-won attributes, merged with real-time signal feeds, written back to CRM with decay rules and weekly retrain jobs.