When to Use This

In Research Mode, Score Entities (Account Scoring) is an AI-generated capability that lets you rank and prioritize your entities based on the research and data in your workbook. Scores range from 0 to 100, with 100 representing your highest-priority target and 0 representing the lowest.

Adding an Account Score Column

To set up account scoring:

1. Click Add AI Column in the workbook toolbar.

2. From the menu, select Score Entities.

This opens the scoring configuration panel.

Configuring the Scoring Model

Step 1: Name Your Column

At the top of the configuration panel, you can change the column name to something descriptive. For example, "Q1 Priority Score" or "Territory Fit Score."

Step 2: Select Fields to Include

Choose which fields you want to factor into your scoring model. You can select from:

• CRM Fields: Fields and filters you pass directly from your CRM to Pursuit.

  • For example, in your CRM you may have account fields like industry, ICP fit, etc. that you want to include in your scoring model.

  • Note: these can easily be added by your Pursuit admin on the Integrations page

• Pursuit provided demographic and firmographic data: Fields like population, location, or entity type from NCES or Census

• Generative Entity Fields: These are the AI-powered research prompts you already added to your workbook

Select whichever combination of fields is most relevant to how you want to evaluate and rank your entities.

Step 3: Assign Weights

For each field you've selected, assign a weight that determines how much influence it has on the overall score:

• 1 (Low) — Minimal influence on the score

• 2 (Medium) — Moderate influence on the score

• 3 (High) — Strong influence on the score

Set each weight according to how important that factor is to your prioritization criteria.

Step 4: Write Scoring Context

In the Scoring Context section, you'll provide written guidance that tells the model exactly how to evaluate each field you've included.

This is where you describe what "good" looks like for each factor.

For example, if you've included "Technology and Cloud Migrations" and rated it as high importance, you might write context like: "Organizations that show an active indication of moving to the cloud should score higher than those that don't have that indication."

Running Your Account Score

Start with a Test Run

Before running the score across your entire workbook, it's always recommended to try it on the first 5 entities first. This lets you validate that the scoring results match the format and quality you expect before committing to a full run.

Enable Notifications

Toggle on Notify me when this research is complete to receive an email when scoring finishes. This is especially useful for larger workbooks where processing may take some time.

Reviewing Your Results

Once scoring is complete, you'll see a score applied to every entity in your workbook.

Viewing a Score

Click into any entity's score to see two views:

• Content: Displays the numeric score (0 to 100)

• Sources: Shows exactly why that entity received its score, broken down by each factor you included in your scoring model. Each factor includes a brief summary explaining how it contributed to the final score.

Tips for Effective Scoring

Keeping your account scores updated and relevant

You can schedule your research prompts as well as your Account Scoring AI function to regularly update your score assignments.

• Ensure your research prompts are run on a schedule that makes sense (e.g. weekly updates to an Annual Budget field is likely too often).

• Make sure your input fields are scheduled to update before your scheduled update to the Account Score so it includes all of the latest data.

Other tips

• Be specific in your scoring context — the more precise your guidance, the more accurate the results

• Use weights strategically to reflect your actual prioritization criteria

• Start with a small test run before scaling to your full entity list

• Review the Sources view to sanity-check that the model is interpreting your criteria correctly

• You can always adjust weights, context, or included fields and re-run the score