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Defining your fit criteria

Navigate to Fit Score → Add fit. Configure the list of companies to include in the fit based using conditions. Build the list of 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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Backtesting your fit model

Before deploying, Seam validates your criteria with a 45-account test. Navigate to Fit Score → Click on your fit score → Backtest.
1

Select test accounts

  • 15 known good-fit accounts
  • 15 known bad-fit accounts
  • 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 and explanations sync directly to your CRM:
  • Displayed as fields in a custom object
  • Available for reporting, filtering, and workflows
  • Visible to sales reps without logging into Seam