The purpose of this article is to provide information to Outreach users regarding the Buyer Intent Score field in Outreach.
Outreach has a new numeric field on the Account Object that supports positive and negative values, integers and non-integers, filtering, sorting, and is usable in triggers. The field is exportable and available in the Outreach APIs, enabling third-parties to build integrations into Outreach and provide the Buyer Intent Score.
Q: What is the Buyer Intent Score?
A: The Buyer Intent Score in Outreach is a numeric field found on the Account object that enables third parties to build integrations into Outreach and provide users with the opportunity to prioritize accounts that are most likely to become customers.
Q: What values does the Buyer Intent Score field support?
A: The Buyer Intent Score field in Outreach supports positive, negative, integer, and non-integer values.
Q: Can I filter and sort the Buyer Intent Score field?
A: Yes! Outreach provides users the ability to filter and sort Buyer Intent Scores.
Q: What can I do with an Buyer Intent Score in Outreach?
A: Organizations can view accounts in Outreach by buyer intent data and use the Buyer Intent Score field for Smart Views. Once an account list view are updated, reps can sort by top accounts.
Organizations can input buyer intent scores to Outreach via their third-party data providers to automate rep focus on the right accounts by triggering tasks to engage top accounts.
Q: How should I set up the triggers to create tasks?
A: Outreach recommends creating a custom field to house the Buyer Intent status and creating two separate triggers to avoid the same task created every time the account records updates. The first trigger will update the Buyer Intent Status (a custom field) and create the task for the account when the Buyer Intent Score surpasses the desired threshold. The second trigger will reset the Buyer Intent Status (custom field) on the account when the Buyer Intent Score falls below the desired threshold so the first trigger can fire again next time the buyer intent score rises above the desired threshold (see images below):
Example: If an Buyer Intent Score is greater than or equal to 90, account task trigger can be implemented for the assigned rep to engage the account accordingly (either through new Prospect sequences, or prioritize tasks in existing sequences). When the Buyer Intent Score falls under 90, then another account task trigger can reset the Buyer Intent Status field.
For more information regarding Smart Views, Sequences, and Triggers, refer to the applicable articles.
Q: How do I map the Buyer Intent Score field in Outreach for my data provider?
A: To map a field in Outreach, refer to the How To Map a Field in Outreach article. Users will need to contact their Data Provider to acquire the applicable field name for their mapping.
Q: What type of data is typically passed from my CRM or third-party integration into the Buyer Intent Score field?
A: The field allows for any numeric value. Most often this field either comes from an intent data provider (i.e. Bombora, TechTarget, G2, 6Sense) via CRM, or from a generic account intent score in your CRM (likely aggregated from multiple data sources). We expect in the future for many of the intent data and ABM vendors to integrate data from their systems directly into this account field.