Multi-Signal Buyer Intent Modeling

Table of Contents

Let sales easily understand intent scores

Intent data and funnel experience split the buyer’s journey into Attract→Convert→Close→Delight. Intention Scoring Playbook puts this framework in Dureach, allowing the market, SDR, and CS to align in the same language, and let AI agents enrich customer information, analyze personas and signals, craft personalized copy, and reply instantly.

Signal source

  • First Party: Website sessions, price page views, forms, event check-ins, chats, CRM activities, product usage.
  • Third parties: Intent data cooperation network, evaluation stations, advertising bidding flow, partner market clicks, Newsletter mentions.
  • Outbound signals: AI Reply Agent’s reply classification, Dealflow’s meeting results, LinkedIn enriched workflow interactions.

Trustworthy scoring model

  • With portrait matching, interaction intensity, and freshness as the core weights, AI automatically optimizes.
  • Scores are interpretable and point to the specific behavior that triggered the score.
  • Only verified contacts with <1% bounce can advance to the high-intent segment.

Activate action

  • Automatic allocation: Accounts exceeding the threshold directly enter the SDR queue or AE.
  • Adaptive cultivation: The Convert segment sends educational content, and the Close segment pushes cases and ROI calculators.
  • Revenue Insights: Compare the win rate of each intention layer and quantify the pipeline contribution.

Governance and Experimentation

  • You can try out the new version of scoring in the sandbox first.
  • All weight changes are recorded in the audit log for easy review.
  • Regularly remind the team to recalibrate based on ICP changes and provide smart reply reminders.

AI route

Copilot will soon provide weight adjustment suggestions, mine similar accounts, and suggest key content based on intention fluctuations in topics such as Inside Sales, Influencer cooperation, CRM integration, etc., so that “AI agent functions: can improve customer information, analyze customers, intelligent writing, intelligent reply” throughout the entire scoring journey.

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