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Use Case

Account Scoring & Segmentation in Pigment

Set your team up for success by assigning the right accounts to the right territories.
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Account scoring and segmentation doesn’t have to be painful

Knowing which accounts and geographies to prioritize is not only key to maximize revenue, but also to keep your sales force engaged with a clear path to achieving their targets. 



But this process can be biased - based on assumptions rather than data. Usually, this happens because of.
Manual account reviews, with priorities communicated too late into the fiscal year
Use of historical segmentation and scoring, ignoring past performance and the reality of the market
Lack of equal opportunity for sales reps to hit their targets, resulting in churn

Ensure your attention is exactly where it should be

Watch the 2 minute demo below to see how to manage account scoring and segmentation in Pigment.
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AI

Make it seamless

Define automatic segmentation and scoring based on specific criteria and different scenarios (e.g., company size, number of FTE, revenue, or a combination of multiple criteria).
scenarios

Explore any possibility

Need to make a change to your segments or territories? Slice and dice the data to see what would make the most sense for your organization and easily integrate changes in your plan.
plan

Put resources to work where they matter most

Integrate with your sales capacity and quota plans, get more visibility into your priority accounts, and identify opportunities.

Key features for effective Account Scoring & Segmentation

import

Automated data import

Collect accurate data from your systems (CRM, ERP, HRIS, ATS…) in real time to avoid time-consuming tasks and data import errors.

List of business softwares integrated with Pigment on a blue background
Coworkers collaborating in a modern office
scenarios

Scenario planning on the fly

Run your best case, baseline and other scenarios, and easily generate variance analyses.

mapping

Flexible mapping

Easily update and adjust your mapping to adapt to your organization’s reality.

Segmenting UI in Pigment
"Amazing experience using Pigment for our internal process and annual planning needs. The system is easy to use, adapts to our organization's needs and the product continues to innovate."
IT Services · 30B+ USD
"Good experience implementing the tool, very strong user interface making it easy and fun to use. Stakeholders have been impressed by the look & feel which helped rolling it out to a broad audience."
Consumer Goods · 3B-10B USD
"Its ease of use, advanced analytics and collaboration capabilities make it a valuable asset for any organization looking to improve its performance and achieve its goals."
Finance · 500M-1B USD
"Futuristic planning and modelling platform. Provides excellent user experience, is highly adaptable, sleek , and saves us a TON of time. Could not imagine forecasting without it."
IT Services · 250M-500M USD
"Pigment is a very user friendly tool. It really is capable of doing magic in terms of financial planning."
Software · 3B-10B USD
"Pigment has become an invaluable tool in our organisation, both for actual margins analytics and scenario modeling."
Retail · 50M-250M USD
"We now have a collaborative tool to better steer our budget and be more efficient during forecasting period... We have onboarded many stakeholders and receive very positive feedbacks."
Services · 50M-250M USD

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Frequently Asked Questions

What is account scoring, and how is it different from account segmentation?

Account scoring ranks accounts by their potential value, using criteria such as size, revenue and fit. Account segmentation groups accounts into segments, such as enterprise or mid-market, or by geography, so teams can assign coverage and quotas. Scoring tells you which accounts matter most, segmentation tells you how to organize them. Pigment handles both in one model.

What are the benefits of using Pigment for sales territory mapping?

Using Pigment for sales territory mapping ensures that the right accounts are assigned to the right territories. This optimizes your sales efforts, improves territory management, and helps your team achieve their targets more efficiently.

How can Pigment help with account scoring and segmentation?

Pigment lets you define automatic segmentation and scoring from specific criteria, such as company size, number of FTEs, revenue or a combination, and test them under different scenarios. You can prioritize accounts with data instead of assumptions, so sales effort goes to the most valuable opportunities. The model connects to your sales planning so priorities reach reps early in the fiscal year.

Can Pigment integrate with existing CRM systems for account segmentation?

Yes. Pigment collects data in real time from your CRM, ERP, HRIS and ATS, so segmentation and scoring rest on current account information and avoid manual imports and errors. The Pigment MCP Server also gives external AI tools such as Claude, ChatGPT and Cursor secured, governed access to your Pigment data, with access rights applied. See the integrations page for the connector list.

What types of scenarios can Pigment's account scoring handle?

You can run scenarios for different market conditions, company growth stages and strategic priorities, for example a best case, a baseline and a downside, and generate variance analyses between them. You can adapt scoring criteria as your business changes and see the effect on segments and territories before you commit.

Which criteria can I use to score and segment accounts in Pigment?

You can define automatic scoring and segmentation from criteria such as company size, number of FTEs and revenue, or a combination of several. Flexible mapping lets you update the logic as your organization changes. Choose criteria that reflect past performance and market reality, not only historical segmentation, so the plan does not reproduce yesterday's assumptions.

How do AI agents help with account scoring and segmentation in Pigment?

The Modeler Agent builds a scoring and segmentation model from a description of your criteria, then adapts it when they change, with a plan you approve first. The Analyst Agent reviews results and flags trends, and Frames builds interactive segment views for sales leaders on the live model. The MCP Server lets RevOps query the same data from external AI tools.

How do account scoring and segmentation connect to quotas and capacity in Pigment?

Pigment integrates scoring and segmentation with your sales capacity and territory and quota plans. Priority accounts get visibility, resources follow the opportunity, and every rep has a realistic path to target. A change to a segment shows its effect on quotas and capacity.

Can I build an account scoring and segmentation model in the Pigment free trial?

Describe how you want to score and segment accounts, and Pigment's AI agent asks clarifying questions before building a model and board in your private workspace. You can upload your own account data, adjust criteria and assumptions, and invite colleagues to review the segments. The 14-day free trial needs no credit card, and usage limits apply.

See Pigment in action

Pigment is built to be flexible, with more use cases than we can list here. Sign up for a demo with our team to explore what you could achieve.

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