Targets and qualification

A Target describes your ideal customer for one offer. The platform scores each prospect out of 10 against a Target: this is qualification. This chapter explains how to create a Target, how the score is calculated and how to improve a Target that keeps too few prospects.

What a Target is

A Target has five fields:

A Target is used for three things:

• scoring your prospects;
• choosing who enters a campaign when the campaign only accepts qualified prospects;
• giving context to the texts written for this audience: campaign messages, posts, watches.

You can create several Targets, for example one per offer. The same prospect can be scored against several Targets. It keeps one score per Target.

The "Targets" screen lists your Targets with their "Name", their "State", their "Threshold" and their "Objective".

Available

Create a Target

By hand

1. On the "Targets" screen, click "New Target".
2. Fill in the fields.
3. Click "Create". The Target is created as a draft.

With "Draft with AI"

1. In the "New Target" form, open "Draft with AI".
2. Describe your ideal customer in your own words. Example: "I sell health data hosting to French clinic groups with 200 to 2,000 people."
3. Click "Draft". The AI proposes an objective, a definition and disqualifiers.
4. Review and correct, then click "Create".

This drafting costs no credits today.

With "Suggest my Targets"

This feature starts from your business profile.

1. Check that your profile describes your business or your offer. Otherwise, the screen shows "Complete your profile first".
2. Fill in "Who buys from you today?" if you can.
3. Click "Suggest my Targets". Two suggestions appear. Each one shows what it is "Founded on" and its "Hypothesis".
4. Click "Create" on the suggestion that suits you.

A suggestion with no evidence in your profile is discarded. The screen shows how many were discarded. This feature costs no credits today.

With the assistant

In the assistant's "Search" tab, ask for example: "Save this search and create a Target from it." The assistant shows you the proposal before creating it. See The assistant.

The assistant's "Campaigns" tab also creates a Target that does not exist yet, when you name it in a campaign request. Available

Available

Draft and confirmed

A Target starts as a draft ("Draft"). When you have reviewed its definition, click "Confirm". It moves to the "Confirmed" state.

Confirm your Targets: campaign texts rely only on a confirmed Target. The "Get started" list reminds you with "Target created but still a draft: confirm it so it can be used."

A Target created by the assistant stays a draft. The assistant proposes that you confirm it on a "Confirm a target" card. The card shows the name, objective, definition, disqualifiers and threshold. The assistant cannot confirm a Target itself: it takes your click on "Approve". Available

The default Target

The default Target is used when you do not choose a Target:

• prospects imported by CSV are evaluated against it;
• prospects imported from a search with no Target chosen are evaluated against it;
• screens that preselect a Target start from it.

To set it, open the Target's menu and click "Set as default". The "Default" badge appears.

Without a default Target, the screen shows "No default Target". Imports then start no evaluation.

Available

Archive a Target

1. Open the Target's menu, then click "Archive".
2. Confirm.

The Target is hidden from the folders. Its scores and its members are kept. "Show archived" then "Restore" bring it back.

Effects to know:

• If the Target was the default Target, your workspace no longer has a default Target. Restoring it does not give it back this status.
• If evaluation queues target this Target, they are paused. Restore the Target or point the queue at another Target.

Available

How a prospect is scored

The platform reads the prospect's profile and compares it with the Target's definition. It scores five criteria from 0 to 2:

0 means absent, 1 partial, 2 explicit. The total score ranges from 0 to 10. If the score reaches the "Fit threshold", the prospect is "Fit". Otherwise, it is "Off target".

The platform also shows:

• the prospect's "Persona", deduced from their job title;
• the proposed "Primary angle";
• the "Risk to validate";
• the "Relevance signals";
• for each criterion, the extract from the profile that justifies the score.

All this appears in the "Scores" tab of the prospect record. The grid of five criteria is the same for all Targets.

A good score does not prove a need. It measures the match with your criteria. The need, the budget and the timeline are checked in the conversation.

An evaluation costs 2 credits per prospect and per Target. Evaluating a prospect against three Targets counts as three evaluations.

Available

Run an evaluation

You can run an evaluation in several ways:

Evaluation is asynchronous. The score appears when the calculation is done. The record shows "Scoring queued" in the meantime.

For a better score, fetch the prospect's full LinkedIn profile first. The record says so: "Fetch the profile first (LinkedIn) for a better score".

Available

The daily cap and the queues

Your plan sets the number of evaluations per day for the whole workspace:

This cap is shared between all sources: imports, manual evaluations, Autopilot, campaigns. Above it, evaluations wait in a queue and go out on the following days. Nothing is charged before the actual evaluation.

The "Queues" tab of "Prospects" shows each queue, its rank, what is left and what has been spent. You can pause it, resume it, change its Target or cancel it. See Prospects.

Available

Have the AI review a Target

When a Target keeps few prospects, the AI can review the Target, Autopilot's search and a sample of evaluated prospects. It proposes changes. Nothing is changed without your agreement.

The alert banner

The "Few leads match the target “…”" banner appears when these two conditions are met over the last 7 days:

• at least 15 prospects have been evaluated against the Target;
• less than 30% are "Fit".

It offers "Have it reviewed" or "Keep as is". "Keep as is" hides the banner for 14 days. It comes back sooner if the rate changes by more than 10 points.

You can also start the review at any time: Target menu, "Have the target reviewed".

Read and apply the review

1. The review takes up to 30 seconds.
2. The screen shows a diagnosis, for example "The search is too broad", "The target is too strict", "The target is too vague" or "The target and the search look right".
3. It shows the figures: "Qualified rate", "Leads scored", "Qualified leads", "Weakest criterion", and the score distribution.
4. For each field, it shows the "Current" value and the "Suggested (editable)" value. The possible fields: objective, definition, disqualifiers, fit threshold, job title searched and keywords of Autopilot's search.
5. "Sample read by the AI" shows up to 10 qualified and 10 unqualified prospects.
6. Check the changes you want, then click "Apply selection" and "Confirm". Or click "Keep as is".

If you change Autopilot's search, its profile reserve is emptied. The next night may import nobody, while the reserve fills up again.

The review costs no credits today.

Re-score the sample

After a change is applied, you can see its effect right away, without waiting for the night.

1. In the applied review, click "Re-score the sample".
2. Confirm the number of prospects and the cost: 2 credits per prospect re-scored, 20 prospects at most.
3. The screen compares the scores before and after, and the qualified rate before and after.

The new score replaces the old one. A prospect already in a campaign continues its sequence. Only a "Disqualified" set by hand stops it.

Available