What this is
Qualification helps you assess whether accounts are ready for further action, which accounts need human investigation, and what evidence supports those decisions. It combines score-based classifications with human findings, which record whether an account is in market and why.
To open it, select Qualification in the GTM Engine, and then use the left-hand navigation to switch between Dashboard, Management, Market Research, and Settings.
When to use this
Use Qualification when you want to:
- See which accounts are auto-qualified, pending human qualification, disqualified, or in nurture.
- Plan, assign, and track research for accounts that need more investigation.
- Record an evidence-based finding on whether an account is in market.
- Review or change the score thresholds and scoring rules used to classify accounts.
Dashboard
The Dashboard shows where your accounts stand: their qualification status, campaign coverage, account-level results, and the score thresholds used to classify them.
Filters
Use the campaign dropdown to select a campaign or All campaigns, and the date selector to choose a reporting period.
The date range applies only to human-finding statistics. Campaign totals and account classifications use current data rather than the selected reporting period.
Qualification status cards
The Dashboard contains four main qualification indicators:
- Auto-qualified: Accounts that meet the auto-qualification threshold of their scoring model, unless a current human finding takes precedence.
- Pending human qualification: Accounts in the human-review score range or whose human qualification isn't finished. This doesn't necessarily mean a research task has been created.
- Disqualified: Accounts with a current human finding indicating they aren't in market. Human findings take precedence over score thresholds.
- Nurture: Accounts below the human-review threshold or with a current finding indicating that their initiative is expected in the future.
Each card provides a link to a related area, such as Open Management, Open Market Research, or View findings.
Qualification overview
The Qualification overview lists account-level results with the following columns:
- Account: The account being evaluated.
- Scoring model: The scoring model associated with the account.
- Score: The account's score.
- Qualification: The account's qualification classification, which may reflect a current human finding.
- Reason: Information explaining the qualification result.
The overview also includes summary indicators such as Human-qualified now, Period human-qualified, Period not-in-market findings, Future market, Campaigns, Targeted accounts, Inconclusive, and Unavailable.
These indicators distinguish current qualification information from human findings recorded during the selected reporting period.
Qualification thresholds
Each saved scoring model has two score thresholds: Human review starts at and Auto-qualify at.
Together, they define three score ranges:
- Below Human review starts at: Nurture range.
- At or above Human review starts at, but below Auto-qualify at: Human-review range.
- At or above Auto-qualify at: Meets the score threshold for automatic qualification.
A current human finding can take precedence over these score-based classifications.
To review or change thresholds, select Manage in Settings.
Management
Management provides tools for organizing research activities and reviewing account qualification evidence.
It includes Research management, where research work is planned and monitored, and Validation Accounts, where you review accounts and record human findings.
Understanding Initiatives
An initiative represents a business objective or effort being evaluated or pursued. Initiatives help provide context for activities such as account qualification, research, and tracking progress across the GTM Engine.
In Qualification, you may encounter initiatives when reviewing campaign-related research, recording an account's market readiness, or selecting research work in Market Research.
Research management
Use Research management to organize research activities, manage assignments, and review progress.
Select a Campaign at the top of the page to view its research information. The Initiative summary displays the initiative associated with that campaign, along with available information about research assignments, progress, and coverage.
The Research management dashboard includes:
- Total accounts: The campaign's target account population.
- In research: Accounts currently undergoing research.
- Unassigned: Research work that hasn't been assigned.
- Active batches: Research batches currently in progress.
- Blocked: Research work that requires attention before it can proceed.
- Resolved: Research work that has reached a resolution.
Additional sections provide information about active research batches, coverage insights, and common blockers.
Under Management actions, you can use:
- Assign research: Review unassigned accounts and manage researcher assignments.
- Review batches: Monitor current batches and review completed research.
- View blockers: Identify research work requiring management attention.
- Export report: Access the available research reporting tools.
The page also provides access to Program settings and Existing account findings.
Some information may appear as unavailable until the relevant research data has loaded.
Validation Accounts
Use Validation Accounts to review account evidence and record human qualification findings.
The account list includes the following columns:
- Account: The account being evaluated.
- Account Score: The account's score.
- Why Now: Information related to why the account may warrant attention.
- Validation: The account's current validation state.
- Initiative: Initiative information associated with the account.
- Next Step: Information about the next action associated with the account.
- Action: Available actions for reviewing or recording findings.
Use the available search and filtering controls to narrow the list.
Validation states include accounts that need validation, accounts with recorded findings, and accounts with findings indicating active market readiness, future market readiness, not-in-market status, or insufficient evidence.
Record a finding
A human finding is an evidence-based assessment of whether an account is currently in market, may be in market in the future, or cannot be qualified based on the available information.
To record a finding:
- Open Management → Validation Accounts and find the account you want to review.
- Select Record a finding.
- Under Market readiness, choose one of the following:
- Active initiative now
- Future initiative
- Not in market
- Unknown / unable to conclude
- Enter your Supporting evidence and select its source: Customer conversation, Written confirmation, Business research, or Source not known.
- Enter your confidence in the finding (0% to 100%), the Evidence observed at date, and a later Review by date.
- If you selected Active initiative now or Future initiative, complete Initiative, Responsible team or role, and Expected timing.
- Review the information and select Save finding.
Confidence represents your judgment about the supporting evidence. It isn't a predicted probability of purchase.
Use Unknown / unable to conclude when the evidence doesn't support a positive or negative conclusion.
The Review by date indicates when the finding should stop being treated as current. Findings should be reviewed when new evidence becomes available or when their review date is reached.
How findings affect qualification status
A current human finding takes precedence over score thresholds when determining an account's qualification.
- Active initiative now: A positive human qualification finding. The account is considered human-qualified, which is different from being Auto-qualified through scoring.
- Future initiative: The account is classified as Nurture while the finding is current.
- Not in market: The account is classified as Disqualified while the finding is current.
- Unknown / unable to conclude: The available evidence is insufficient to determine market readiness. This isn't treated as a negative finding.
Recording a finding doesn't automatically mean that the account has been assigned to a seller or moved to Pursue.
Market Research
Use Market Research to organize research activities, track outreach progress, and gather information that can support qualification decisions.
The Pending human qualification card on the Dashboard provides access to Market Research.
Market Research opens in a separate research application, on a page called Your research day.
Select your Workspace and Initiative at the top of the page to access the relevant research information.
The page includes:
- Dials today: Shows today's dialing activity.
- Conversations: Shows today's meaningful conversations.
- Pace: Compares your progress with the configured daily target.
- Current batch: Displays your current research batch. If no batch is active, you can select an initiative and then claim or create the next batch.
- Next batch: Indicates whether another batch is available.
- Need help?: Provides options to Request more contacts or Suggest changes.
- Yesterday vs today: Displays a comparison of dialing activity and conversations between yesterday and today.
Some information may not be available until you select an initiative.
Market Research supports the investigation process. To record a human qualification finding and its supporting evidence, use Management.
Settings
Settings is where you manage qualification thresholds and scoring.
It includes three tabs: Thresholds, Account Scoring, and Contact Scoring, and provides access to Scoring mode.
Thresholds
Use Thresholds to view or configure the Human review starts at and Auto-qualify at values for a saved scoring model.
Each scoring model has its own thresholds, so these values aren't universal defaults.
Saving changes to qualification thresholds doesn't automatically recalculate existing account scores.
Account Scoring
Use Account Scoring to access the account scoring rule editor, where you manage how account-level evidence contributes to scoring and prioritization.
Contact Scoring
Use Contact Scoring to access the contact scoring rule editor, where you manage the rules used to evaluate and prioritize contacts.
Scoring mode
Select Scoring mode to open the Scoring configuration page.
Authorized users can review the workspace's scoring configuration. A workspace administrator is required to change scoring settings.
Under Workspace scoring mode, choose Simple or Advanced, then select Save mode.
- Simple: Uses the existing account and contact scoring rules.
- Advanced: Keeps the Simple scoring baseline and adds supported Advanced scoring behavior rather than replacing the existing rules.
Changing the scoring mode doesn't automatically recalculate existing scores.
You can also use:
- Manage account models: To manage account scoring rules, scoring areas, points, and weights.
- Manage contact models: To manage contact warmth rules, conditions, points, and activity windows.
Apply account scoring
The Apply account scoring section lets workspace administrators review a saved account-scoring model and authorize its supported signals for background scoring.
Select Apply scoring model when the model has passed the required review and is available to apply.
Applying a model doesn't immediately recalculate account scores. Scoring still requires eligible evidence and an authorized scoring run.
If the model isn't ready to apply, review its saved configuration, supported signal bindings, scoring permissions, and any limitations displayed on the page.
Your saved settings are preserved if the application review cannot be completed.
If the model remains unavailable, contact your workspace administrator or Propensity Support.
Important notes
- Score-based qualification and human findings are separate. Current human findings take precedence over score thresholds.
- A qualification status or saved finding doesn't by itself confirm that an account has been assigned to a seller or moved to Pursue.
- When All campaigns is selected, the same account can be counted in more than one campaign.
- Some information appears only when the required account evidence, source data, or scoring configuration is available.
- A metric labeled Unavailable doesn't mean zero accounts. A value preceded by ≥ represents a known minimum when some classifications are unavailable.