How are accounts scored on the GTM Leader Dashboard?

Last updated: October 9, 2026

The GTM Leader Dashboard uses its own scoring to place accounts in buyer journey stages (Cold, In Market, Engaged, Hot). This explains how it works, why it can differ from your intent reports, and how hot account potential is estimated.

How the dashboard scores accounts

The stages come from a background scoring process specific to the GTM Leader Dashboard. It is separate from the intent reports you set up in N.Rich, and uses:

  • All accounts tracked on your website, not only the accounts in specific segments or intent reports.

  • All topics from all your intent reports combined, for the widest possible signal coverage.

  • Predefined model weights, not the custom weights set in individual intent reports.

Why stages can differ from your intent reports

Because the dashboard looks at a wider set of accounts and topics, with standard weights, an account can be Hot on the dashboard but not in a specific intent report, or the other way round. That is expected: the dashboard is designed to surface every high-intent account across everything you track, not only within one report.

How hot account potential is estimated

Estimated hot account potential is a directional estimate of the revenue opportunity across current hot accounts. It's a model, not a forecast: use it as an order-of-magnitude guide.

  • Accounts without an open opportunity: number of accounts x touch-to-SQL conversion rate x SQL-to-Won rate x average deal size. All inputs come from hot account data from the last 18 months, excluding the most recent 3 months.

  • Accounts with an open opportunity: for each account, deal value x the win rate for its stage. Deal value is the CRM opportunity amount if it's above 0, otherwise the average hot account deal size. SQL-stage deals use the SQL-to-Won rate; SQO and later stages use the SQO-to-Won rate.

Low data warning (⚠): when fewer than 5 hot account data points exist for any input, the dashboard uses the all-account figure from the last 6 months instead, excluding the most recent 3 months. The card then shows: "This estimate uses all-account averages for one or more inputs because fewer than 5 hot account data points were available." The figure is still directional.

What's next

Need help? Reach out to your Solutions Engineer via the chat in the bottom-left corner of the N.Rich platform, by email or Slack.