You have now your target account list and all your sub-segments, but in all those accounts which are really likely to buy, meet the qualification score, the predictive score from Demandbase. It will help you focus your effort on the most promising accounts, thanks to artificial intelligence. I'm Sylvain DAril, founder of Meelin & Leonhard, and this is a new Demandbase Tips. The qualification score, as we see in this list, is a score calculated by Demandbase for all the accounts in your CRM and all the accounts in the Demandbase database. Hundreds of millions of accounts in this database. It answers a very simple question. Is this account a good fit for you? And if the score is near 100, yes, it's a good fit for you. It will help you prioritize your marketing campaigns, align the sales with the most promising accounts, and reduce your budget by focusing on the most profitable opportunities. So how is it calculated? Demandbase will use all the information of the accounts in your CRM that are declared as customer to identify the right attributes, the right technographics, or the right intent keywords that define a good customer for you. So here I'm in the setup of Demandbase in the predictive score setup menu. And I just have to tell Demandbase how he should recognize in my CRM the customers. So here I've used this customer date field from my CRM. I could use any field from my CRM. I also have a status field here from Salesforce, where I can choose, for instance, my active customer and my former customer. So that Demandbase has a more important database to calculate on. The recommendation here is to have at minimum 50 accounts, but it's better to have more than 100. And to retrain frequently the machine learning model. And we can let Demandbase recalculate everything every six months. That's a good fit. So here I can tell him that. And we can play with the edit logic here. I can also add a couple of keywords if I want to, if I want the model to take that into account. For instance, I would like to have a good fit with the accounts that are where people are looking for keywords around ABM, marketo, or marketing automation. I can tell Demandbase that and he will include that in the calculation. So how do we use this qualification score then? It's very easy. We can first use that in all our segmentations. So for instance, here, I'm in a segmentation tier one on the French market for the accounts that are not customer of mine, but with Marketo. And I can use here the qualification score to refine the segmentation just to focus on the account for which the qualification score is above 75, which means that they should be a very good fit for me. I can also use this qualification score in my CRM because this score will be pushed to the CRM and to Markito. So I can, for instance, personalize my marketing campaign based on the qualification score. I can help the sales prioritize which account they should work on in their CRM list. I can do some reporting based on the qualification score. For instance, let's evaluate the conversion rates based on the qualification score ranges. So you've seen it. The qualification score is really your ABM compass. It will help you anticipate, prioritize your action at scale. And it's very good help on the day-to-day work on your ABM campaigns. See you next time for your next Demandbase tip.