This document defines the scope and logic of the Standard Engagement Model configuration. It outlines the specific calculation methodologies used in the standard delivery, including the Recommended Weights Wizard formula, default lookback periods, and eligible outcome definitions. Additionally, it specifies the distinct configurable parameters available to the client and provides a functional overview of how Engagement Scoring is applied to Account-Based Marketing (ABM) strategies.

Standardized Configuration Logic

The Standard Engagement Model is built upon the CaliberMind Recommended Weights Wizard. This standardized logic calculates the probability of specific touchpoints resulting in a successful outcome, reducing human bias in the assignment of event scores.

The standard delivery utilizes the following fixed formula to determine the base weight of an event:

Weight = (Number of Event Occurrences leading to a Successful Outcome within N days) / (Total Number of Occurrences of that Event).

Standard Scope Definitions:

  • Successful Outcome: Must be a defined event existing within the CaliberMind dataset, such as Opportunity Creation or Opportunity Close.
  • Lookback Window (N Days): The standard configuration supports lookback periods of 30, 60, 90, 180, or 365 days.
  • Application: Resulting scores are applied via the CaliberMind Engagement Configuration screen.

Configurable Model Parameters

While the calculation logic is standardized, the following specific parameters are configurable to align with client requirements:

  • Model Identification: Model Name.
  • Decay & Indexing: Configuration of the time Decay period and application of Index ranges.
  • Eligibility Filters: Filters to define which touchpoints are eligible for engagement scoring.
  • Score Adjustments: Manual adjustment of applied Relative Weights scores is permitted after the initial calculation.
  • Multipliers: Application of multipliers to the engagement score based on specific fields: job_level, department, and person_title.

Engagement Scoring Overview

The purpose of the Standard Engagement Model is to facilitate the prioritization of account outreach and marketing-to-sales handoffs. This model resolves the issue of arbitrary scoring by grounding weights in historical data regarding their involvement in a time period leading up to a success criteria.

The standard model comprises three core factors:

  1. Touch Score: The raw points allocated to an activity based on the standardized weighting logic.
  2. Fit Multiplier: Adjustments based on demographic data to better reflect the value of specific personas.
  3. Time Decay: A linear decay function that reduces the point value of an event over time.

Details on Weighting Scores and Recommendations