What it means
Lead scoring ranks leads by how likely they are to buy, so sales spends its time on the best ones first. A score usually combines two kinds of data. Fit says how closely the person and their company match your ICP: role, seniority, industry and size. Engagement says what they have done, such as opening emails, visiting pages or booking a meeting.
Account scoring applies the same idea to the whole company rather than one person. It suits B2B deals, where several people at one account take part in the decision.
How we use it
We score accounts first and people second. Claude scores each account against the ICP and writes the reasoning next to the score, so a rep can see why an account ranked where it did.
Our Account Scorer applies a locked model, so the same list always gets the same tiers. The Account Scoring Model is where that logic is defined once and calibrated against real accounts. Channel choice follows the score: the top tier gets the most channels.