RX 4 - Building a Smarter Account Qualification Model | Amanda Heredia, ABX Stack

In this week’s episode of the Revenue Xchange, host Davis sits down with Amanda Heredia, Principal ABM Strategist & Founder at ABX Stack.

Key Takeaways:
1) Four-Badge Qualification System: Replace one-size-fits-all account scoring with  distinct badge types. Each representing a different buying motion with specific signals, owners, and expiration windows.

2) Signal Stacking is Non-Negotiable: Single-platform ABM tools can fall short. Effective account qualification requires layering signals from multiple sources to build actionable intelligence that sales will actually trust and act on.

3) Capacity Controls Prevent Noise: Without expiration windows and account caps, “qualified” accounts become zombie leads that erode trust. Every badge needs a deadline, and every team member needs realistic account limits.

Closing Note: Amanda shares lessons from auditing thousands of leads and discovering over $1M in pipeline that sales had overlooked. For GTM leaders looking to improve how accounts get qualified and prioritized, this episode provides a structured approach to account scoring with clear badge definitions, signal requirements, and capacity controls.

Transcript

Audio Only - All Participants: 0:15

Well welcome everybody to another revenue exchange. Today we have a really very interesting conversation, and especially one that. Not only have we had a lot of questions around over the past few months in particular, as planning cycles are starting for next year, but also this is a massive challenge and opportunity for so many organizations. So today we're gonna be talking about building a smarter account based qualification model. We have an incredible guest on who's gonna share some of her real world experience and frameworks that she's leveraged. But first off, again, we have this in a Zoom meeting versus a traditional webinar format so that we can have actual candid conversations and we want to make this as interactive as possible. So please toss your questions in the chat. Feel free to come on, live as well, and interrupt. we want to, if we don't get to everything today, we will carry the conversation over in our four X community. Our on demand recording of this will be held in the four x research hubs so that you can see and access the slides. But for those listening to our podcast or who are looking to maybe catch up on this when you're going through your after work walk, we will have it on our revenue exchange titled podcast on Spotify, apple, wherever you listen. Here's our quick agenda for today. I will not do this justice, if I go through it. So before we even get there, I'm so excited to have on Amanda. She's the principal, ABM strategist and founder at a BX stack. Her background is an ABM is incredibly strong as well on the practitioner side. So Amanda, I will pass this your way and then let me know if you want me to drive the slides as well, or if you want to take control over these. yeah. No, I'm happy for you to, to move these slides, and yeah, and so happy to be here today. And so I know that you invite me for, for this event and to share. My findings and also what other people is doing regarding, account scoring, in their practice every day. So I can Go ahead. Yeah. So, like, a couple of years ago or maybe longer, I was, this is, this is how the, the, all this, model started that it was, it wasn't my intention at the beginning, but back then, I was working at HU Sweden. marketing operations. Was owning a scoring, but basically lead scoring. but we didn't have actually an account scoring in place. So basically what I did was to. I was auditing every single lead that we were getting from Marketo for months. And once that I was getting one of those leads that it could be anything I was tracking down the leads, who is the person, what account is, connected with its lead and then, Basically what I was trying to deci to decide if is any of those leads was actually, a marketing qualified lead that we were missing. The program was super scrappy, like, at the end, all ABM, but my coworkers was so scrappy that they call it artisanal N qls. And we were handing out these N QLS to sales with that name artisanal. But this is the thing, even with good enablement, sales was keeping, ignoring that. And at first I thought, okay, maybe this is sales being picky or maybe, it is because they are only prioritizing demo requests and qls. but then I went back, Three quarters later to all these NQ Ls that I pass it and audited. And then I saw how those accounts actually performed over time. and I found that there was over a million dollars in pipeline coming from those accounts that I flagger through one of, through those leads. So at the same time. The official NQA program wasn't delivering much because it, it was based on volume. So the, the, the NQA two opportunity ratio was very low, was like a 2.5%. So, with that, what I did was to, Basically, I start thinking how I was going to use all this information to build an account scoring model. I think, to do all this within an organization is crucial to things that I had at that time. The, the first thing is the support from your leaders and the, and, and having patient, because setting the account is scoring from scratch. It takes a lot of time of observation, hypothesis testing and all that. So you, you need to have that support from your leaders that I was lucky enough to have it. And the second part is very important to have allies in the marketing operations. part because they need to understand that ABM is actually scrappy and is ABM is not something that you cannot automatize, you cannot automatize the intent of, Million dollar deal is not possible. And you need to have that allies on, on that part of the, of the business. So, basically coming back to the crack, how do we qualify account in a way that sells trust? That was my question. And over time, after a few pilots, I found the answer. And the answer was that we weren't telling sales. Why now, why this account now de deserves their attention and, and their priority. so, I think if you, click again, it is going to appear there like a massive thank Q stamp. so after all this journey, it was very clear to me that, It was not enough to have a well-defined ICP, if we had, if, if we had a one for all NQA definition. So, this is a very common practice, along B2B. That is use one one generic MQA threshold. And then any account that it gets there is going to be flagged. but then that one batch, eh, ended up covering four totally in different situations. And sales doesn't know that, that it can come for a renew, renew our customer, or it can come from a. Competitor switch, potential or it can be from a new logo that is in high grow or it can be a later stage researcher that is actually sending out as a lot of signals through our own website. So it is ironic, but in B2C. When we see B2C, nobody could try to sell to sell a pair of AirPods to an Android user because they don't, they own just because they own on a smartphone. But when we are targeting in, in, in B2C and retail is, that is not even worth mentioning. But when for some reason in B2B, it's an extended practice. to target everyone just because the ICP match, which is very general, and, and then at the end, at the same point over and over again, they chase when they get, they don't get the results they want to chase. They want to choose to chase demos, and then they are, they are going to ignore the whole rest. And then the model. Lose credibility because we have been sending a bunch of nqa that they weren't actually an NQA or they may be, but they didn't know why. So marketing lose credibility and then they go back to Chase demos and then everything looks urgent and nothing gets prioritized. and I think, in my opinion, this is one of the root of the revenue problem that. And, and the reason is because demos never bring a high a CV. they are easy to close, but without a program that has sales, not only the right accounts, but also strong reasons to chase them, they are going to always craft the low hungry fruit that, that are demos. so next slide. So after. so basically this is like a triangle where I think we have to take in consideration the, ICP, the, the motion that it could be the GTN that we are going to use, and then, to score those accounts. the, the two missing pieces of the puzzle is the, is the mo, is the motion, and also the. The, the beats, the, the bats and the signals that are going to go with the bat. we always had ICP, that is the who, but we know which accounts fit on that, but we always have the motions. That is the how and then. this, how it could be, for example, a motion, A GTN, that is enterprise ABM or A GTN, that is, deal acceleration or A GTN, that is growth, ABM. But the missing he, the missing piece here, as I said before, is the why Now that's the badge. and without it, sales get. Like a list of accounts, but no reasons to prioritize them because ICP plus motion without a context has still like a high component of guessing. at the end, you are passing a list of accounts that they see no urgency to go after them. So when you connect, when you connect the three points, the who, the how, and the why now is when sales actually see why, it matters today. and what and what, sorry, and what plane they are going to run. and that is basically the foundation of having a multi batch account scoring model is making qualification explainable and trusted. so instead of one flat batch batch for everything, I break qualification into four non-overlapping reasons to act now. So each batch represents at, at instinction b buying auction. So the first one is expansion, that it could be. for existing customers, at a renewable, at, at a renewal point, or that they are showing adoption gaps, and they are potential for, upsell or even cross sell. Then the bots of growth momentum. That is net new accounts, not existing customers with signals of funding, hiring and, and expansion, for example. We know that when a new executive is joining, there is a, a considerably like a, I don't remember the potential, but I thought that it was like a 20% more possibility that they are going to review the tech, that they are going to. work with, then we had the re refresh that is mainly for net new, customer that are with competitors, and looking for, for those that are showing in evidence or switching behavior that they are not happy with the current tool. intense search. It could be net new accounts. So we, it is the difference between intent shirts and growth. Momentum is growth, momentum is strong signals, like, high growth or hiring or expansion. Why intent shirts is more focusing. research or consuming, some content or visiting some pages that are crucial, in your website. Like it, it can be like a integrations page or the pricing or a specific case of a studies. there is a few rules to apply this, multi batch that I'm going to go after, but basically is an account only can hold one batch at the time. Presidents decides which one of multiple, if, if we have different ones, for example, one that is showing in 10 and one that is on tech refresh, we are going to prioritize tech refresh over, the fourth one. and this is important that each batch has an expiration window, and this is because we tend to have nqa once that an NQA is. Is label or target. We leave it there forever. And this has to be review, and, and set on a specific date where if that is not moving on, we are going to get back to marketing with feedback. And that is going to take off, to be designed as an n qa. So mostly giving sales clarity. clarity, because they will get this account for this reason, and this is the motion that you are going to run with all the resources that they will need. So Amanda, these are almost all the attached signals to the accounts, basically, where you're, you're using these badges to categorize your target account list and prioritize. Is that, how, is that the right way to think about it? Yeah, so basically we have a bunch of signals. You can have as much as signals as you can, and there is. Currently some tools where you can actually customize your signals in a very deep way. so yeah, but what do you do with all those signals is basically, putting that in the right place and then informing. Sales of why you are passing out that NQL. These signals are basically going to help you to build the case, with sales for them to go after the right accounts. Yep, that makes sense. Thank you. So I see next slide. Yeah, so basically it's the definition of GU batches. So at its core, a batch is one reason to act. Now, it's not a campaign label, it's not a marketing construct. It's like a, a qualification wrapper that connects signals, to owners in a motion. so every batch has four parts. Four parts. So one is the signal that. The role it triggers, that justified it. The funding, the hiring, the competitors installs, the renewal dates, the batches, the interpretation layer that it, that it says this signals add up a reason. Then we have the owner who is going to, to look into this. Or, or who is the right person to pass over? the same QA is going to be the account executive, or is going to be the SDR is going to be a customer success manager, so one account, one batch, and one other. Then we have motion that is the go-to market strategy that is attached with, this is another thing because I'm assuming that. Organization are having one more than one, GTA motion. But I also seen that there is many organization that they have one for all GTA motion, which is, a. This system doesn't work if you don't have different emotions in place too. and then the expiration date, that is what I said before, is, a time window, because this budget don't last forever. so if we have, for example, a growth spike without a follow up is going to get called. so in that case, a, this window is going to close. what this, when we pass these budgets, to sales or these nqs, what are they going to see? They are going to see things like, for example, if we are talking about expansion, the sales person is going to say, what's at stake is like a, wow. This is a 74 KARR at risk. And the renewal is in 60 days. the first action that we are going to suggest to them, like, you can book a check-in with the, with an executive or with, the, the decision maker this week, or we from marketing come, propose a couple of workflow. Ways to approach, the account, and then at deadline, for them to know, how urgent is for them to try to reach out to the, decision maker. if we talk, for example, about tech refresh, so the. The estate will be competitor terms and next month, and they are showing two pain pause from admins. all these things is similar, kind of impossible a couple of years ago to know all these things. But for example, yesterday in the webinar with Inflow, too, we could see that we actually can. have all this information in place and we only need to package and send that out to pay to sales in, in, in a, in, yeah, in a good package. so, eh, yeah, there is, Like, we had to send a package for every specific, badge. and, and this can be like, two examples so we can go to deep into each of the badges now. I don't know if there is any questions or This is so boring. Not boring at all. I was just about to, interrupt you with a great question from, Sumitra around how the badges are different to the fire method in selecting Mqa and our badge. Or is the, is the badge methodology more close to accounts rather than contacts? And then also Marley, I just saw your follow-up question in here as well, which is, which is great around what fire is, fit intent, recency engagement. some have relationship in there for the R as well. So it's basically a. Acronym for choosing your target account list and what the different target account selection variables, would be. And so. Amanda, curious to hear your, per your, your thoughts on this, as in the badges. Are they truly built for building your target account list, like what variables go into the accounts you should be pursuing? Or is it more so along the lines of how to prioritize mqa that are already part of your target account list? Or how, how does that dynamic work? And also sumitra, feel free to jump on here too if I, if I just butchered that question. Yeah, no, I, so for me, the batches, and this is one thing, a BN is so extent that I can use being. Ion of my complaints by inventing a budget term and then making people being confused. But basically the way that I approach, account, scoring using this is I already have the target that. I already had the target account list done once that I started working with this. the way that I being built it, the target account list, the last one that I built it, it was using an specific, tool that allowed me to audit it. Using artificial intelligence, the whole customer database. And then I could see what are the signals that we were previously built that they were like a 50 different signals we're showing in our best customers. So with that, we could look. For a new lookalikes or for, current customers that we don't want to lose or wanted to upsell. And once that I had that, then I had to figure out how, pass this into sales and make sales excited about why I was flagging those accounts. I don't know if this is answering the question. yeah, sure. Thanks. Thanks, Amanda. the reason I asked this question, because we have been applying the fire engagement more, to our shortlisted and selected target accounts. but when I, referred the batch, in the previous slide on this one, I find it a lot of similarity in choosing the right kind of account. So that's why we ask this question. Thanks. Thanks, Amanda. Thanks for your time. That was super helpful. Yeah, thank you. Thank you for clarifying, Amanda. yeah, so we can go into the next slide if there is No, I, yeah. So the first batch is expansion. This is a work in progress because I, I just basically, started with this kind of, model. but this batch is, is only for, existing customers. And the Y is straightforward. We either need to defend revenue, be before it's at risk, or we see a clear appetite to growth. So that could mean that a renewal window is coming up or a new team region or, or use cases emerging inside the account. So. The signals that I could look into. What is the renewal timing, if there is any way that we can figure it out. Sometimes a good way is if we lost this account three years ago over a competitor, we know what is going to be the renewal date, ACH and adoption. Are they getting value or, or do they see any gaps? what is the engagement health? What is the, Regarding the, customer success manager notes, are they engaging the, the decision maker of the executive? Are they engaged? are they reporting any issues? And the growth appetite is like, if there is new integrations requested or they are hiring in new regions, or their teams are showing interest for other products that they don't have. So the outcome of, of this, it could be, that we expect, protect and, and growth and, and fewer churned, risk, bigger renewals and stronger NR. And the motion tied to this batch is, is basically exactly that is like a defend first, and then expand. Next slide. So the, the second batch is growth spike. That is, this batch is for net new ICP accounts that show real business momentum. The why is that, momentum that creates this readiness, the new leadership or a fresh budget, or they have pressure to, to show results. So if we wait, the energy is going to go somewhere. Where else? So the grow momentum basically says this is the moment to open the door. the signals can be funding and budget capacity, recent round public growth targets or spending increases that much, all category. another big signal is hiring or, or changes a new VP or director in our buy-in center. team head count, new functions. then another signal would be the, eh, how the decision makers and engagement with us, eh, for example, more than one role interacting within a short window of time. Expansion cues would be another signals like, If they are expanding to a new gear region, there is a new product line. There is new pro, mar, partnerships or integrations. and then we have the context clues that is, leadership talking about a scale or efficiency or consolidation. so basically if we track all those STI and. The outcome it that is expected is obviously in a new pipeline open and ideally faster than average. So this motion is very focusing velocity to meet to first on the first meetings. So it is very urgent ones that we flag one of one NQA in this motion to act fast. The next one is, Tech refresh that is basically net new accounts that are currently with a competitor where there is evidence that they are, they are evaluating a switch, device simple is, there is a contract clock and is ticking. So if we move first with a credible replacement path, we will displace. And for that we need to find signals. about, what are the competitor, the switching behavior, for example comparing, pages, Migration questions in foreign or communities. what is the timing for the contract to, going in renewal? what are the, the pains, the user or the administration pains, and how the champions or the decision makers are moving, moving, like, if there is new hirings or there is, a current decision maker that is leaving. and obviously the outcome for this is get more coming from ripping and replace from competitors. And the last one is the, intent search that this batch is also for net new. It's basically when an account is showing like a heavy late stage research, but it is not in growth momentum and it's not, and there is not a clear signal that they are with a competitor. but what they, what we know as is that they are shopping right now. So the signals can be, Behaviors like, B, CD, pricing, security on compliance or, or compliance pages? product documents like, implementation, admin guides, page that is related with integrations. case studies, R-O-R-O-I pages. so. We also can look into third party intent surges, and looking for the outcome to, Getting more qualified meetings that ended up in an opportunity. This motion is not to pass over an NQA directly to an account executive like I, in the case of a growth spike, it would be, but in this case, this partnership could be directly with an SDR. Hey, Amanda. Quick question from Yvonne. and this even ties back to the growth spike signals, but I think also might be applicable across all badges. But her question in particular is what tool are you using to track the growth spike signals across all of your target prospects? I put it in there. It's a super small company. So far the best tool I ever saw, for signals. I met them a year and a half and I was so surprised about the amount of things that you can do with that tool. It is a small company based in San Diego Prep. They are awesome. One thing that I did was, because was, first of all, they have, you can customize signals. Not only that, they have artificial intelligence where you can, prompt something and get a signal built, but also you can do it yourself. The, this, maybe there is other tools that more or less you can do that. I didn't see anyone that it was at that level of personalization, but fine. But one things that they can do is like, they, they, they connect with Salesforce or you can just upload your whole customer database there. And because you already built that, the signals. They screened the whole customer database and they tell you how your customers are actually behaving and what are those signals, showing in your best customers, but also in the customers that you are going to lose or the customers that are at risk or the customers that didn't renew last year, for example. So you can see. All these signals. So first of all, you have a good idea on how to look for lookalikes for net new, and then you have a very good idea of, how you can save an account, for example, that is struggling with any of these signals that you previously built. so it's. It's the tool that I've been using. They don't, they go on that sense way farther than six sense or demand base. it's, it is a tool that you can use. One that you build all those leads in Rev, you can upload those in Six Sense or Demand Base and then work with them. But yeah, basically that is what I've been using. But I don't know maybe any of those, any of the people here, they know another tool. So far for me, this is the best one. Amanda, what would you say is the difference in that tool in Rev versus Demandbase or Six Sense? Well, the advanced Signals, I at least, I didn't work, recently with Demandbase, but I've been working the past year with Six Sense. Six Sense doesn't have that kind of signaling and intent like, I cannot ask six sense to tell me how, about the news. For example, what is happening in the news with this account, or I cannot ask. Even hiring, there is no hiring intent that you can, get with six Sense. So there is other tools like a Coum that they have. A few of those signals, specifically hiring and growth, that is very helpful. But sometimes what I miss is, is the, what I like it is to actually build the signal that I want because if it's, if it is BU is not going to actually match many of your needs. so yeah, I think, that is the part where, ABM platforms or the biggest ABM platforms fall short. That is in actually see what is the, the real intent, what is happening out there because, and we are not going to get into here. The click zero seen and all that. But that is a real problem with, these platforms because they are scoring model, for example, is Six Sense is pretty attached to what is the activity in your website. But what are we going to do now that people is not coming to the website because they are getting the information from Chad, GBD, That information, that kind of, intent, you have no way to build a segmentation in any of those tools that reflect that. So it really is a, a compliment almost. And you Yeah, it's a compli stacking. Yeah. It's like you're stacking the signals from a rev from a demand base, or a six sense from a common room and stitching them all together. In order to get the insights that are actionable for sales and then also for you to be able to measure and inform your target account list, inform your MQA, your MQL, your engagement scoring models. Yeah, so I think Yvonne, did I add, yeah, so for example, we write, you just can download, the list of accounts that you are. that you want, like, if you find lookalikes or whatever, and then you just create a segmentation in six sense using the CSV. C-V-S-C-S-P. Okay. just, just upload that and, and then you create the segmentation from there. You see what you have in, in six sense. You see what accounts you already have there, and then kind of you mixing all the information that you are getting from the signals with the information that you have in six sense. And then with that, you can build. Another segment or you can just do whatever, create an orchestration or even is good, because another thing that you can do with, this tool, they integrate with Salesforce. And because Six Sense is also integrated with sales with, with Salesforce, you also can do segmentations targeting specific fields from Rev. It seems like I am doing like a case study lab. But yeah, you can just, create segmentation, leveraging that integration, and then if you are looking for a specific signal in rep, you can build the segmentation in six sense targeting that field. And then you get the segmentation for the, it is a scrappy, like a all ABM thing. But I don't think there is, is possible to do ABM without doing this scrappy, thin and using different tools and figuring out workarounds, to connect all the points. I agree, Marley. Amanda, we need to get you a commission model for Rev on this one. another great question is. The cost. What is, what is the cost banned? What would you assume someone would pay? and maybe this is even based off of, you know, historical organization size.'cause I'm sure their, their pricing model changes, but it might not. What, what's, what's a average or where would, where would you expect someone to be paying for a tool like this? the rep. Yeah. Oh, it's not an expensive tool. All that is also something very interesting. They, they have an scale model of pain, so it is by the number of accounts that you download. so it's totally affordable. I cannot say any kind of pricing because I don't work for these people. I've been just a customer. But, but, yeah, it is, I can say that it's totally affordable. And you need your commission percentage in place before we start throwing out some numbers too. Yeah. Why can I talk to them? But amazing. There were some great questions there, Amanda. I know you have some additional content in here. I wanna make sure that we cover everything. so I'll move, I'll move us to the, the rules. Yeah. I can go, fast for this, but, Basically I wanted to, because I encounter like, some, contradictions when I put all this thing together. So I also thought, okay, how I connect all this? So basically I said it, a little bit before, but one batch at the time. So if you have an NQA that falls in different buckets. You have to choose one. So you don't, you, you don't confuse, sales, especially if, if that account is in two different, buckets, precedent. So the number one is expansion. The number two is growth spike. So if you have growth spike and tech refresh, you are going to go with the budget of growth spike, because it's. Is it should, it, it should be easier to, to get. The other thing is like, my, main rule on ABM is, and I mean, and probably for everyone here, is going after the long, the, the. Low in fruit first, so expansion. But basically everything that Forex says about what it should be, an account based GTM. so it is a little bit the same thing. It's like, going after the thing that is going to be easier to get. expiration, very important to do. Not left there like as zombies, NQS, that nobody knows why they are hanging there. also one thing that is very important to be very aware and very realistic of on the capacity. So because this is going to be humans working accounts, and it's not going to be an automation motion, this model needs to respect like, the account executives, the SDRs, the customer success. Each of them had caps, so. We need to respect that and be very aware of that to don't go into, giving them too much noise. And the last slide is just a very simple template that I put together, so it's. When I start any kind of account scoring that is very simple, it's for columns, one for each batch, and under it, I feel in the specific signals that matter, the emotion, the expected outcome, and the expiration window. So basically having like a very simple table where sales, marketing, and operations can, can look and and be aligned. And that's all from me. That was amazing. Thank you so much, Amanda. I know I have, I have a bunch of questions that I've been writing down throughout the entire presentation, but also wanna make sure that we open it up and totally agree. Marley, on the scoring template, we, we will definitely make sure, To highlight that in our follow up. And so wanna open this up to the group for any questions before Amanda. I start going, going at you with all the ones that I have. So, let me, let me go first. Amanda, I would like to know more about this Rev in AI tool. So what are some of the best practices and it's a new tool to me. Absolutely. Thanks. Thanks for sharing this across. So, if I want to track, let's say 35. Existing account or, which is currently negotiating, with my competitors. What are some of the aspects that I should, in cash using, Revent ai and how do I use it on my six sensor demands? I, I lost some of the things that you saw because it was like the communication was cutting. I don't know if it was me or Davis, you couldn't hear. Huh? I had the same thing. I missed the, the first part of the question. my, my question is related to the best practices using the tune Rev in ai. So if I track 35 existing account in a tandem, how do I, export and what sort of, engagement slash intel? In 10 metrics that I should upload on my ABM tool, like six sense of demand base. I can tell you how I did it, but I strongly recommend you to set a meeting with that. No, no, that's, that's okay. Let know the way that I did that was, first of all, one thing because when you, when I got this tool at first I got, I went nuts. I started building signals like, like crazy. And then I, I realized that I had to be more mindful on creating signals. So once that you create the signals, you have to, ways to, there is first of all like a, they have an score system that so far what I saw is very interesting. So once that you get the least. Based on your signals and you get the list of accounts specif, especially if you are looking at lookalikes, they give you an score. And the score is very interesting because it not only taking consideration your signals, but you also can take in consideration like a signoff general signals that they have. Like, how are they mature on. techno marketing technology, or how mature they are on on. Sales, technology or what I'm talking about technologies, because it's my background, but it could be any kind of B2C thing. So they build, they give you the lease and also they have an score. So you can actually see which of them within that they are showing the signal that you are looking for, which of them are strong wear. So the way that you prioritize that or that I did it is once that I get that list and then I put it in six sense that I, I, I have the two powers together. I have the list that I know is very powerful, but then I cross it with the filter of six sense that is going to give me more information about. How those accounts have been engaging with me in our website, but also everything that Six Sense give you regarding third party G two, everything that you can do in Six Sense regarding segmentation, you can apply to the list that you get there. So that is going to give you a better scope or what of those accounts you need to prioritize because if you see. You get one account from Rep and put it on six Sense, maybe in rep Ds score is three. But when you put it in six sense, you see that you had two decision makers in engaging with your, with you, with on your pricing page or your integration page in the past month. So that is automatically going to put that account at the top of the priority. So it's, it's basically, working with the two, two tools together and everything that both can, offer and with same with demand base. And I would say also that because Rev has an integration with Salesforce also gives you a lot of power there when you are trying to, figure out things in six Sense. That are coming from that way. Thanks. Thanks, Amanda. So Amanda, you're almost in. You have your target accounts, and then it's like you're just enriching them with as many signals as you can. So it's, let me put them through Rev, see what signals we have based off of what is most meaningful, and then taking that and then enriching it again through six Sense, and then compiling all the signal data and information you can so that then. Informs the badges. Yeah, it's a back and forth, thing. You start probably with a very big, target account leads in, in six sense. Then you screen that with, a tool like Rev. Then you go back to six Sims and then a screen it again, and then, You prioritize and put that in the, in in each packet or budget. How large was your target account list? A thousand accounts. A thousand. It was a, it was a growth. ABM. Amanda, how are, is any of this automated or is the back and forth, are you manually doing this once a week or would someone be manually doing this once a week, or how often are you going between the two? The way you mentioned. This can be, automated to a point. Mm-hmm. It, and it always depends on how operations Right. Can help you with that or how this can disrupt other things, within, because you, you need, first of all to set an integration. With Salesforce. So that integration is al is already going to save you a lot of mm-hmm. Scrappy part. But I think, you need to do this like a back and forth often and is a part of, I didn't find, I mean, if someone has a way to automize that, I will all ears, but I don't. The, the, the higher the is the ACVs, the, in my experience, the least recommended is to put too much automatization in this kind of process because there is no account journey, so you don't know what the account is, so how you automatize that. Gotcha. Thank you. Okay. And then Amanda, we had a few questions, from Marley around, where do you host the badges? Is that in Salesforce? Six Sense, somewhere else, like an Excel sheet? How do you, how do you actually almost stamp those accounts with the badges, and then how do you tag them with those badges? Where, which tool? My ways it, it will be to have a way to like, have like a, a hub or a place where those budget pass. But I think, at the end they are going to be segmentations in, in six sense. Or in demand base. Mm-hmm. Amazing. Well, I know we are at time. Thank you all so much for joining and for those listening on the podcast side, thank you for tuning in, Amanda. This was an incredible presentation. and. Also great shout out to, to our friends at Rev for all the insights around stacking signals. But I think that this was really interesting too, because it just brings up the whole need for more signals and how some of these platforms that we might have aren't fully. Giving us exactly what we need. And so bringing on as many layers to gather what we, what we can. and Amanda, before we close, where is the best place for people to reach out to you for additional questions? so a BX stack is my website on LinkedIn. I don't know if I have my LinkedIn profile here on my hand, but, LinkedIn is the best place here. Amazing. Well, have a great rest of the week everybody. Looking forward to see you next week on our new, on another revenue exchange episode. And thank you again, Amanda. We'll catch you all in a few. Thank you. See you everybody. Bye.