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Modeling Worksheet

Print this worksheet and then work with your team to fill it out. You'll use the information you define here to set criteria for your Radius Goal.

Within Radius, we call models "goals." Radius models are trained using your CRM or MAT data. We'll analyze your data based on the rules you define for Won and Lost, then we identify your best new prospects from our B2B data set and uncover existing leads and accounts in your CRM or MAT that you may have overlooked.

Your First Goal

We recommend your first goal be specific to a funnel stage, such as MQL. When your first goal focuses on the top of the funnel, you'll have more data to collect, giving you a more accurate reflection into what patterns exist. This means your insights are more actionable. For example, if you flip a coin three times and it lands on heads each time, it's easy to think it’s always going to land on heads. But if you flip a coin 1000 times, you’re more likely to get accurate results: roughly 50 / 50 heads and tails. 

For the best results we recommend having at least 5000 Won and 5000 Lost records. The more wins and losses, the more accurate of an outcome your model predicts.

Goal Worksheet

Define your Won and Lost rules by selecting criteria in your Salesforce instance. 

Define Won Criteria

Define rules that represent business you want more of. We recommend defining your ideal marketing or sales outcome, such as MQL or SQL

Choose if the criteria needs to meet any of the following rules or all of the rules to be Won. ANY / ALL

Salesforce Criteria Example Rule Rule 1 Rule 2 Rule 3 Rule 4 Rule 5 Rule 6

Define the Salesforce object you want to measure.

You can select Lead, Account, or Opportunity.

Lead            

Define the Salesforce field you want to measure. Check your Salesforce instance for the fields that apply to your company.

For example, you may want to measure the Status of a lead or the Stage of an opportunity.

Status            

Define the condition your Salesforce field must meet.

Check your Salesforce instance for the conditions that apply to your company. Some common conditions are equal to, not equal to, empty, not empty.

equals            

Define the value your Salesforce field must meet.

Check your Salesforce instance for values that apply to your company.

MQL            

Define Lost Criteria

Define rules that represent a business you want less of. We recommend defining prospects you don’t want filling your pipeline, such as rejected or disqualified leads.

Choose if the criteria needs to meet any of the following rules or all of the rules to be Lost. ANY / ALL 

Salesforce Criteria Example Rule Rule 1 Rule 2 Rule 3 Rule 4 Rule 5 Rule 6

Define the Salesforce object you want to measure.

You can select Lead, Account, or Opportunity.

Lead            

Define the Salesforce field you want to measure. Check your Salesforce instance for the fields that apply to your company.

For example, you may want to measure the Status of a lead or the Stage of an opportunity.

Status            

Define the condition your Salesforce field must meet.

Check your Salesforce instance for the conditions that apply to your company. Some common conditions are equal to, not equal to, empty, not empty.

equals            

Define the value your Salesforce field must meet.

Check your Salesforce instance for values that apply to your company.

Disqualified            

Example Goal For Optimizing Marketing Qualified Leads 

This goal defines when the lead qualification threshold for MQL has been surpassed and Sales is now actively pursuing this qualified lead.

Example Goal.png

 

 

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