Account Health Score
The account health score is the composite output of evaluating all 93+ rules across 8 categories. It is stored inaccounts.health_score (0-100) and updated every 5 minutes.
Composite Formula
category_score is:
Default Category Weights
| Category | Weight | Contribution |
|---|---|---|
| Engagement | 0.15 | 15% |
| Fit | 0.10 | 10% |
| Intent | 0.15 | 15% |
| Velocity | 0.10 | 10% |
| Pipeline Health | 0.15 | 15% |
| Relationship | 0.10 | 10% |
| Risk | 0.15 | 15% |
| Opportunity Quality | 0.10 | 10% |
Account Priority Score
A separate computed score (accounts.priority_score) that determines which accounts deserve immediate attention. Uses 8 variables:
| Variable | Weight | Input | Scoring Logic |
|---|---|---|---|
| ARR Value | 20% | account.arr | 200K = 85, scaled down |
| Risk Urgency | 15% | account.risk_score | Direct pass-through of risk score |
| Expansion Potential | 15% | whitespace_pct | Higher whitespace = higher priority |
| Engagement Trend | 10% | Engagement delta (-100 to +100) | Mapped to 0-100 scale |
| Territory Impact | 10% | territory_quota_impact | Quota contribution percentage |
| Market Context | 10% | budget_trend_yoy (Starbridge) | Growing budget = 80, shrinking = 10 |
| Strategic Alignment | 10% | Strategic theme match (Starbridge) | Match = 100, no match = 0 |
| Tech Spend Propensity | 10% | tech_spend_propensity (Starbridge) | Direct pass-through, 50 if no data |
Health Trend
Theaccounts.health_trend field stores the last 6 health score data points as a JSON array, enabling sparkline visualization in dashboards.
Engagement Rules (ENG-001 to ENG-012)
| Rule | Name | Weight | What It Measures |
|---|---|---|---|
| ENG-001 | Usage trend decline | 8 | Quarter-over-quarter usage trend |
| ENG-002 | Activity recency | 7 | Days since last recorded activity |
| ENG-003 | Activity volume (30d) | 6 | Count of activities in last 30 days |
| ENG-004 | Email and meeting engagement | 5 | Ratio of meetings/emails to total activities |
| ENG-005 | Average contact engagement | 6 | Average engagement_score across active contacts |
| ENG-006 | Product adoption depth | 7 | Average adoption % across purchased products |
| ENG-007 | Activity trend acceleration | 5 | 30-day activity count vs prior 60-day rate |
| ENG-008 | Login frequency | 6 | Account usage_depth metric |
| ENG-009 | NPS survey engagement | 4 | Whether account responded to NPS surveys |
| ENG-010 | Stakeholder breadth | 5 | Number of unique active contacts |
| ENG-011 | Support interaction frequency | 3 | Support ticket volume and escalation rate |
| ENG-012 | Feature breadth utilization | 5 | Products actively used vs products purchased |