What is MadKudu Sales Intelligence
MadKudu Sales Intelligence helps SDRs, BDRs, and AEs research accounts faster by gathering all of the information they need directly in Salesforce. It allows them to answer questions such as :
- Who is engaged in the account?
- What features have people been interacting with?
- What content have they looked at?
- Who is the buyer in the account?
Who has access
MadKudu Sales Intelligence is available to customers with a Pro or Enterprise MadKudu subscription and who are using Salesforce CRM. Each plan includes 5 sales seats; additional seats can be purchased as add-ons to your subscription depending on the number of seats you would need. Please reach out to your account manager or product@madkudu.com if you are interested.
This feature is in beta. Wanna participate to in the beta? reach out to product@madkudu.com!
How to enable MadKudu Sales Intelligence in Salesforce
- Install MadKudu Sales Intelligence in Salesforce on the Account, Lead and Contact objects in a few clicks. Please follow the installation guide.
- Download the Chrome Extension : follow instruction on the Chrome Store
How to use MadKudu Sales Intelligence
Sales Intelligence displays intelligence in different widgets at the account and person levels. You can customize your Sales Intelligence by choosing which widgets to include in your layout. The default layout displays the following widgets.
Customer Fit
Shows the scoring result of the Customer Fit model that analyzes the company's firmographic and technographic characteristics (eg. industry, size, country, technologies). These characteristics determine if the company matches your Ideal Customer Profile. The parameters of this model can be viewed and controlled in the MadKudu Data Studio.
| Emoji | Segment | Score | Definition |
| ⭐⭐⭐ | Very good | 85-100 | This company matches our Ideal Customer Profile |
| ⭐⭐ | Good | 70-85 | This company is a good fit for your product |
| ⭐ | Medium | 50-70 | This company is a medium fit for your product |
| ❌ | Low | 0-50 | This company does not match your Ideal Customer Profile, or no information is known about this company, or it is a personal/spam domain |
Likelihood to Buy
Shows the scoring result of the Behavioral model, which analyzes the account activity over the last 90 days. In the Sales Intelligence on the Account layout, the scoring is based on the activity of the account users in the product, website, marketing campaigns, etc. At the person level, it reflects the level of engagement of that person across the different channels. The parameters of the models can be viewed and controlled in the MadKudu Data Studio (cf. the importance and lifespan of each event, thresholds between the different segments).
| Emoji | Segment | Score | Definition |
| 🔥🔥🔥 | Very high | 85-100 | This account/person shows a very high activity based on its user activity over the last 90 days. People in the account may have done only a few very important events or a lot of different events over the last 90 days marking them as hot. |
| 🔥🔥 | High | 70-85 | This account/person shows high activity over the last 90 days. |
| 🔥 | Medium | 50-70 | This account/person shows some activity over the last 90 days but is not showing a lot of engagement. |
| ❄️ | Low | 0-50 | This account/person shows a low to no activity over the last 90 days = This account/person is cold |
Activity engagement
Shows the account or person activity over the last 90 days where the activity includes all behavioral data points sent to MadKudu (eg. product activity, web visits, content downloaded, email activity, etc.)
Top Users [only at the Account level]
Shows the most active person for each persona category, otherwise most active people without a persona (displays up to 5 people). Any lead and contact attached in Salesforce to the account would be included, as well as people outside Salesforce with the same account domain.
Active users last 30 days [only at the Account level]
Shows the number of people in the account who have had an activity in the last 30 days. Activity includes all behavioral data points sent to MadKudu (eg. product activity, web visits, content downloaded, email activity, etc). Any lead and contact attached in Salesforce to the account would be included, as well as people outside Salesforce with the same account domain.
Key Activities
Shows metrics you can create in the MadKudu Data Studio to track interactions with specific features or your product. Example: number of documents created in the last X days or number of users who interacted with Admin features in the last X days (read more about aggregations data points).
Activity feed
On the Account view, this is the feed of account activities displayed per day and person. These activities come from your integrations connected to MadKudu (eg. Segment, Amplitude, S3, Salesforce, Marketo) and which are mapped in the event mapping. On the Person view, this is the feed of all the activities performed by the person from the same systems connected to MadKudu.
Users [only at the Account level]
List view of the users of the account, ranked by the most active. Any lead and contact attached in Salesforce to the account would be included, as well as people outside Salesforce with the same account domain.
Top signals
Scoring reasons for the Customer Fit model output and custom enrichment data points. They are the same as the Customer Fit signals pushed to the MadKudu field on the account/lead/contact in Salesforce. Their configuration can be viewed and updated in MadKudu Data Studio.
Account info
Enrichment data points about the company with quick access to the company website, Linkedin, Crunchbase, or Twitter, when available.
Job openings
Recent job opened by the company: you can get access to the role they are hiring for, identify the departments that are heavily hiring with their closing date. The different technologies and tags from the job posts are available to allow you to leverage this information in your outreach or use relevant plays
Techs
Software and technologies detected to be used by a company (viewed installed on their website, mentioned in job openings, mentioned on other medium etc..). You can understand if a company you're looking at is likely using a competitor product which would mean they have a need for your solution, or using a software your product integrates with making them a good fit for your product.
Company news
Surface signals happening within the company that are not related to users but to their business. Are they opening new job roles usually owning your product? Are they installing new technologies compatible with your product... More to come (fund raising, news, acquisition, annual reports...!) let us know what else you'd like to see at product@madkudu.com
Customizing MadKudu Sales Intelligence layout
Every company has its own metrics, every product has its key activation milestones, and every team has its own playbooks. This is why you can customize your MadKudu Sales Intelligence layout to organize it according to what matters the most to your team. You can move the widgets, reduce or increase the size, remove some or add some... and coming this month add your own key metrics!
To edit the layout, click on the top right gear, then Edit layout.
F.A.Q
I don't have Account scoring in my plan, can I use MadKudu Sales Intelligence?
Yes. MadKudu Account scoring allows you to prioritize accounts and MadKudu Sales Intelligence to look into the account activity at a more granular level. If your Sales team works mainly at the Lead or PQL level, they can use Sales Intelligence to better understand the account this PQL is attached to. The MadKudu Sales Intelligence is also available at the Person level.
How often is the data displayed refreshed?
Currently, every 4 to 8 hours, but we are working on showing real-time data for your Sales team so that they can work with the most up-to-date information on the account.
Is this updating records in Salesforce making API calls?
No. MadKudu Sales Intelligence is an iFrame in Salesforce. The data is refreshed independently from Salesforce, so you don't have to worry about reaching API limits in Salesforce because of this feature.
Why are events not in my event mapping showing up in the Activity Feed?
The MadKudu Sales Intelligence will show all events that MadKudu is pulling in. If the event is unmapped, this means the event will fall into a catch all that is automatically created by MadKudu. In this case, the Activity Feed will show the raw event name that MadKudu pulls in from your systems.