Account Scoring

Account scoring evaluates companies — not individual leads — against your ICP criteria. It helps you prioritize which companies to focus on when running account-based prospecting.

How account scoring works

Account scoring uses the same ICP framework as lead scoring, but evaluates company-level attributes:

Obert's AI reads the full company profile and evaluates it against your ICP criteria, producing:

• Score — 0 to 100
• Tier — High (70–100), Medium (40–69), or Low (0–39)
• Reasoning — 1–2 sentence explanation of why the company scored this way

Scores are per-list

Just like lead scoring, account scores are calculated per account list. Each list can define different ICP criteria, so the same company can score differently across lists.

Example: Acme Corp scores 85 in your "Enterprise SaaS" list but 30 in your "SMB Healthcare" list.

Score accounts

From the accounts table

1. Select accounts using the checkboxes.
2. Click Score in the floating action bar.
3. Select which account list's ICP criteria to use.
4. Click Score.

From an account list

1. Open the account list.
2. Click Score Accounts in the toolbar.
3. All accounts in the list are scored against the list's ICP criteria.

Scoring runs in the background as a job. Track progress in the Jobs panel.

Configure ICP criteria for account lists

1. Open an account list.
2. Click the ICP tab.
3. Define your ideal company profile:

Natural language:

"B2B SaaS companies with 100–1,000 employees, Series B or later, headquartered in the US or Europe. Ideally in the sales tech, marketing tech, or HR tech space."

Structured criteria:

• Target industries
• Target company sizes
• Target locations

4. Click Score Accounts to apply.

Use scores to prioritize

• Filter by ICP tier in the accounts table — focus on High-tier companies first.
• Sort by score — see the best-fit companies at the top.
• Combine with lead count — a High-ICP company with 5 leads is more actionable than one with 0.
• Slack alerts — configure notifications to alert when new High-ICP accounts are discovered.

Re-score accounts

Scores are calculated when:

• You manually trigger scoring (as described above)
• Accounts are imported into a list with ICP criteria configured
• You update ICP criteria and click Score Accounts

Scores are not recalculated automatically when company data changes. Trigger a manual rescore if you update ICP criteria or suspect data has changed.

Account scoring vs. lead scoring

Both scoring types work together. A strong ABM workflow scores accounts first to find the right companies, then scores leads within those companies to find the right people.