Next Best Customer data, account scores, and rationales
Key Takeaway
Each Next Best Customer score and its rationale live on a Territory Account Score record for one account and territory pair. Reps see recommended accounts in their territories only if they have access to those records.
Next Best Customer ranks the accounts that are most likely to respond, so field reps can pick the highest-priority accounts for their next engagement. The ranking uses data you configure, such as engagement history and territory alignment. To set it up, you create Territory Account Score records and fill in a JSON field with the metrics behind each score. Then you make sure reps have access to those records.
Where reps see recommended accounts
Reps see a prioritized set of accounts in the Next Best Customer component on the Life Sciences Cloud for Customer Engagement home page. They can also filter by Next Best Customer in the Account list view and on the Calendar tab to see recommended accounts.