Account prioritization: expected value scoring | Pavilion

Every account is worth a different number.

Presented by Pavilion & Goodfit

You know that. Your coverage model doesn't.

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Before the First Call, a report from Pavilion and Goodfit.

What you'll learn

Put a dollar figure on every account before a rep touches it.

Build a win-rate model out of your own closed-won and closed-lost.

Find the attributes that predict deal size better than industry or headcount.

Assign every account to one of three motions: programmatic, AE-led, or human-led with an exec.

Start with the data you already have.

Four chapters

  1. Why the default playbook costs more than teams realize
  2. How the best teams solve account sizing today, and what it costs them
  3. What changes when you can size the market before you engage it
  4. Where the approach has honest limits
$20,000

A 20% predicted win rate against a $100,000 predicted contract value. That is what one account is worth before anyone has called it.

The report runs the same math across every account in a market.

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Built on interviews with senior revenue leaders at Carta, Checkr, Deel, 6sense and Litmos.

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