In a named-account market, one person never buys. The buying group does — so that’s what you score.
Same 7 contacts. Toggle the view.
When your market is a finite list of accounts, a lead threshold rewards whoever clicks the most — usually not the person who signs.
An MQL fires on one of them. The other five never show up in your funnel report.
Coverage blind spotNurture and BDR sequences run in parallel because nothing suppresses at the account level.
Routing collisionLead-level reporting can’t answer the only question that matters: did the economic buyer ever show up?
Reporting gapBuilt inside your CRM — Salesforce or HubSpot — with the marketing automation platform reading account status instead of guessing.
A pricing-page visit from a VP is not the same as a blog visit from an intern.
Contact objectCap points per persona so one noisy contact can’t qualify a whole company.
Account objectTwo or more personas, including a decision-maker, before anything moves.
Lead models skip thisAE gets the account. Nurture pauses. BDR sequences stop double-tapping.
Opportunity + routingPick who’s engaged and what they did. The score uses the same arithmetic we deploy.
Qualified = 60+ points and 2+ personas and an economic buyer or champion engaged.
Most teams stall here — not on the scoring idea, but on what it does to reporting, routing and the platforms already running.
Keep lead-stage history intact and add account stages beside it. Dual-run one quarter so the board sees both numbers reconcile.
Funnel reportsAccount owner gets every inbound from that account. Nurture auto-pauses the moment a BDR sequence starts.
Routing rulesSFMC, HubSpot and Marketo still send to contacts. We sync account status down as a field so programs branch on it.
MAP syncThe opp is created at qualification with a buying-group snapshot, so AEs know who’s engaged before the first call.
Opportunity objectA JayOh Growth Pod — one consultant who owns the outcome, developers who build it — working inside your stack.
Personas, current MQL logic, fields, and where accounts leak today.
Contact scoring, account roll-up, persona caps, fit tiers.
Ownership rules, nurture pause, MAP status sync.
Coverage dashboards, dual-run, then the switch.
We’ll score your top named accounts against this model and show you the buying groups your MQLs are missing.
We engineer growth systems. JayOh builds the RevOps architecture, GTM execution and data infrastructure that turn messy revenue operations into predictable pipeline for B2B SaaS and PE-backed teams.
