3.1 Account Explorer
5 min
Overview
Account Explorer helps you uncover the accounts most relevant to a product by analyzing engagement intensity and normalizing people into personas. The goal is to surface the right accounts, highlight key personas, and give you the clarity to build and activate buying groups confidently.
How It Works
1. Analyze First-Party Intent Signals
- We scan up to 18 months of account activity to detect product interest.
- Engagement is analyzed across all people in the account, with special focus on activity leading up to an opportunity close.
- This helps identify the people most likely to influence a deal.
2. Normalize People into Personas
- Individuals are normalized by:
- Job title
- Function
- Seniority level
- From this, we infer a persona for each person.
- Personas are then ranked by their impact for the specific product and account.
3. Handle Imperfect Data
- Even if opportunity data is incomplete or messy, Account Explorer still detects product intent.
- Engagement patterns alone are enough to infer personas and rank their likely impact.
Why It Matters
- High intent: Signals that an account is primed and ready for buying group engagement.
- Low intent: Indicates an opportunity to start building and nurturing a buying group for future opportunities.
Key Features in the UI
When exploring accounts, you can click into any cell to see:
- Median engagement (normalized intensity of activity)
- Number and names of personas identified
- Account-level role coverage (which personas are represented)
The Goal
Account Explorer is designed to help you:
- Discover the right accounts faster
- Understand who matters most in each account
- Activate accounts and buying groups with confidence and clarity