How to Set Up Your ABM Scorecard

Prerequisites

This feature is available to customers whose subscription includes ABM Scorecard, and Data Studio. For a more detailed feature overview of Scorecard, check out this article. 

Setting Up Your Scorecard

Adding Account Lists

In order to leverage Scorecard, you must have created at least one Account List in Data Studio. To start adding Account Lists to your Scorecard view, simply click the “Add Account List” button.

For best practices on how to create and manage account lists in Terminus, check out our article, "Introduction to Account Lists."

In the first step, you’ll be asked to name your Scorecard List, seen below with the pencil icon next to it. Next you'll select the Account List, and it’s associated folder, that you’d like to add:

A few things to consider when choosing your lists:

• Account Lists in “private folders” cannot be used in Scorecard; you can only select from “public” and “read-only” folders.
• Given our 10 row limit in Scorecard today, we would advise users to choose the lists they wish to track strategically.
• Users can change the lists they are tracking in Scorecard at any time. We would advise you to use Scorecard to report on lists that are more directly tied to how your organization’s revenue goals are segmented to leverage its true value. For example: Tracking progress on strategic account lists for specific verticals, segments or product lines over a quarter, vs. adding a list for a four-week event campaign or advertising tactic.
• Get in touch with your Terminus CSM or Onboarding Specialist if you’d like to discuss best practices for list selection further.
• We would recommend tracking prospect accounts (net-new business) and customer accounts (renewals, upsells) in different lists.
• Different strategies should be employed when selling to either prospects or existing customers. By having prospects and customers in different lists, users will be able to quickly see how different segments of potential revenue streams are impacted by their corresponding go-to-market efforts.
• Users should revise target account memberships within an account list frequently.
• As the business executes or as priorities change, it’s important to make sure that target account lists stay relevant. Since Scorecard will only show accounts that were a part of the list during the selected snapshots (see “Additional Report Settings” below), users don’t have to worry about reporting on the wrong accounts during a given period. A single list can be used effectively on Scorecard in perpetuity, if desired.

Selecting Opportunity Criteria

Next, you’ll need to define your Opportunity Criteria for that list. The settings on this part of the page should be directly related to the types of accounts in your list, and will be based on the Opportunity settings in your connected CRM. For example:

• I select “Prospect Account” list, located in my public folder in Data Studio
• I set “Minimum Opportunity Amount” to $0, because I know that my Salesforce reports don’t count those as valid opportunities
• I set “Opportunity Type” = “New Business,” because I know that prospect accounts in our Salesforce reports should have those types of opportunities associated to them
• I set “Product Line” = “Core Offering,” because I know that prospect accounts in our Salesforce reports for prospect should have those types of opportunities associated to them
  
  • Note: If "Product Lines" were not configured for you during onboarding, please work with your Customer Success Manager to get this configured 

A few things to consider when choosing your Opportunity criteria:

• Only surface opportunities that are meaningful to measure.
• Make sure to know which “Opportunity Types” and “Product Lines” correspond to the account list segment you are measuring. Users should check their existing CRM reports’ filters and ensure that the metrics surfaced align with what their overall business is measuring.
• We also include an optional “Opportunity Value” filter to prevent dilution of opportunity measurements.
• Track the same account list with different opportunity types and product line configurations, if it makes sense to see that segmentation.
• The totals row will aggregate all the lists being tracked, and will not double-count the same opportunities or accounts, thus making it an accurate measurement of all business outcomes for target accounts.

If you have any questions regarding Opportunity Criteria, please contact support through the Terminus Support Portal.

Copying Account Lists

Some customers may find it easier to copy account lists in ABM Scorecard that have already been added, and adjust settings as needed. For example:

• Your business has multiple opportunity types and product lines that you always want to include (or exclude) in your list setup criteria for Scorecard.

To copy an account list, select the dropdown menu next to the List Name on the Scorecard Overview tab, and select "Copy Account List." From there, you'll be brought to the list configuration screen, where you can adjust your desired settings, and the List name (as it appears in Scorecard).

NOTE: Using this functionality will not create a new list in Data Studio.

Customizing Engagement Scoring

Customizable engagement allows Terminus users to configure the definition of an “engaged account” within ABM Scorecard. It leverages campaign responses from your connected CRM, Terminus-tracked anonymous website activities (Visitor ID or Engagement Spikes), and Bombora Intent Surges to identify “engaged” accounts, and measures how that engagement is correlated to pipeline and revenue for your company.

To learn more about how to configure this feature, check out this article: Customizable Engagement Tracking for ABM Scorecard

Modifying or Removing an Account List in Scorecard

Customers can modify (or remove) an existing account list by simply navigating to the Scorecard report and clicking the “Configure Account List” option located on the leftmost column in the table. On the edit screen users can then modify the settings of an existing list by clicking through to the additional setup steps, or delete the list from Scorecard by selecting the dropdown on the far right and selecting "Remove from ABM Scorecard".

Additional Report Settings

Customers can use the Report Settings to adjust the time period they want to view performance metrics for (e.g. Quarter to Date), and to view metrics based on historical list membership. Customers can also export their Scorecard view via the “Download .CSV” button.

As users add or remove accounts from their lists, we will capture and keep record of historical performance data, so customers can easily access reporting snapshots of their accounts over time. For example, if there were 100 accounts in a list in Q1, and 300 accounts in Q2 (today), a user could set "Of Account Lists From = Q1" and see performance reports for only those 100 Q1 accounts.