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 object in a few clicks. Please follow the installation guide.
How to use MadKudu Sales Intelligence
Sales Intelligence displays account intelligence in different widgets. 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. The scoring is based on the activity of the account users in the product, website, marketing campaigns, etc. The parameters of this model 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 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 shows high activity over the last 90 days. |
| 🔥 | Medium | 50-70 | This account shows some activity over the last 90 days but is not showing a lot of engagement. |
| ❄️ | Low | 0-50 | This account shows a low to no activity over the last 90 days = This account is cold |
Account engagement
Shows the account 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
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
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).
Activities
List view of the 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.
Users
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 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.
Customizing MadKudu Sales Intelligence layout
Every company has its own metric, every product has its key activation milestones, and every team has its own playbook. 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.
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.