USE CASE:
Enterprise companies and the hard part of account prioritization
Read this if you need account prioritization for enterprise companies and you would rather see the real options than a pitch. Mamba Labs builds Apify actors, and ICP & Account Lead Scoring is the one named below that covers enterprise companies.
The problem
Enterprise companies complicate account prioritization, for a reason specific to them. Enterprise companies have more buyers than any single seller can map, and the map changes every reorganization, which shapes account prioritization. One thing account prioritization on enterprise companies rarely accounts for: one domain can hide forty operating units, and treating the parent as the account loses the deal. There is 1 runnable example of account prioritization for enterprise companies below.
How we would run it
- Start with one of enterprise companies you already know, so a wrong account prioritization answer is obvious rather than plausible.
- Run ICP & Account Lead Scoring across your list of enterprise companies, which carries 1 ready made setup for account prioritization.
- Read ten rows of account prioritization on enterprise companies by hand before you trust the rest of the list.
Traditional Search Tools
- The annual report, for enterprise companies. Free, tedious, and it names the operating segments nobody else has bothered to read.
- Your CRM's predictive scoring. Salesforce Einstein and the HubSpot equivalent both learn from your closed won history. Useful once you have enough of it, and useless in year one.
- 6sense, Demandbase or an intent vendor. They buy third party intent you cannot see yourself, which is the real product. Priced for a team with a marketing budget line.
- Whoever replied last. Not a joke. Recency of engagement outperforms most scoring models, and it is already in your CRM.
- Rank them in a spreadsheet. Three columns, a weight each, sort descending. Crude, fast, and roughly as accurate as most scoring models for a list under a few hundred.
Preconfigured tasks
A task is one of these actors with the inputs already filled in for a specific version of this job. Open one, swap in your own list, and run it without setting anything up from scratch.