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Defining your fit criteria

Configure custom criteria using natural language prompts. Fit Score can answer questions that traditional data providers can’t:
  • Employee count ranges
  • Revenue or funding stage
  • Geographic location
  • Company age
  • Growth rate
  • “Does this company use Snowflake or Databricks?”
  • “Do they have internal and external APIs?”
  • “What is their IT environment?”
  • “Do they use a specific tech stack?”
  • “How big is their Total Addressable Market?”
  • “Do they serve B2B or B2C customers?”
  • “Are they a marketplace or direct seller?”
  • “Do they underwrite merchants?” (fintech)
  • “Do they have SOC 2 compliance?”
  • “Are they in a highly regulated industry?”
  • “Do they handle sensitive data?”
  • “How many languages do they need for localization?”
  • “Do they have distributed teams?”
  • “What’s their content production volume?”
  • “Do they process high-volume transactions?”
  • “Is this company a direct competitor?”
  • “Are they too small for our product?”
  • “Do they serve industries we don’t support?”
Start with 5-10 clear criteria that reflect your closed-won customer patterns. You can refine and expand after back-testing.

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Multiple fit models

Create different fit models for different segments or use cases:
  • SaaS fit score - Criteria for software companies
  • Manufacturing fit score - Criteria for industrial businesses
  • Enterprise fit score - Criteria for large accounts
  • SMB fit score - Criteria for small/mid-market
  • Product line A - Criteria for specific product vertical
Each model can have completely different criteria and grading logic.

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Back-testing your fit model

Before deploying, Seam validates your criteria with a 45-account test:
1

Select test accounts

  • 15 known good accounts (closed-won customers)
  • 15 known bad accounts (lost deals, poor fits)
  • 15 random accounts from your TAM
2

Run fit score

Seam scores all 45 accounts using your criteria
3

Validate results

Verify that:
  • Good accounts score A or B
  • Bad accounts score C or D
  • Random accounts distribute appropriately
4

Refine criteria

Adjust criteria if results don’t align with expectations, then retest
Don’t skip back-testing! This ensures your criteria accurately identify the right accounts before you spend credits scoring your entire TAM.

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How scores are displayed

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Detailed explanations

Every Fit Score includes a detailed explanation:
“This account scored a B because it is headquartered in the US, operates in a target industry, has 500-2,000 employees, and serves a TAM larger than 75,000 accounts. However, it lacks SOC 2 compliance, which is preferred for enterprise deals.”

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CRM integration

Fit Scores sync directly to your CRM:
  • Displayed as fields on Account records
  • Explanation text stored in custom fields
  • Available for reporting, filtering, and workflows
  • Visible to sales reps without logging into Seam
Fit Score in Salesforce