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Building an AI-Driven Audience in Propensity

Updated

What this is

An AI-driven audience lets you describe the accounts you want in your own words, and Propensity drafts the conditions for you. You review and edit the conditions, check how many accounts match, and save the audience. You can also add or change conditions yourself.

When to use this

Use an AI-driven audience when you want to:

  • Start from a plain-language description instead of building each condition by hand
  • Combine criteria such as location, industry, size, revenue, or funding, requiring some, accepting any of others, and excluding the rest
  • Check how many accounts match before you save

Creating an AI-driven audience

  1. Go to My Audiences and select New Audience. Under Build an Audience, select Choose audience type, then select AI-driven

  2. Enter an Audience name

  3. Describe the accounts you want in Audience description, then select Build audience to generate conditions from it

  4. Review and edit the conditions under Audience logic, or add your own

  5. Select Refresh preview to check which accounts match. This step is optional

  6. Select Save Audience at the top right of the page

Draft conditions from a description

Describe the accounts you want, such as “Technology companies in Canada and agricultural companies in the United States with more than 1,000 employees,” and select Build audience. Propensity drafts conditions from your description and shows them under Audience logic. Nothing is saved until you select Save Audience.

In this example, Build audience groups the conditions so that an account matches either the technology group (Industry is Technology, Country is Canada) or the agriculture group (Industry is Agriculture, Country is United States), and also has a company size of 1,000 employees or more. The grouping can vary with how you word your description, so review it before you continue.

If your workspace has ICP criteria, Recommended audience prompts suggests descriptions based on them. Select one to fill in the description, then select Build audience.

If you already added conditions, Build audience uses them as context and replaces them with an updated draft. If a draft can’t be generated, your current conditions stay as they are.

A description doesn’t always translate into exact conditions. Company size, for example, uses size bands rather than exact employee counts, so a request such as “more than 1,000 employees” may become the bands that start at 1,000 and above, which includes accounts with exactly 1,000 employees. Propensity may explain choices like this in a note under Account preview.

Set your audience logic

Audience logic has two modes, Simple and Advanced. Your conditions are kept when you switch between them.

Simple uses three groups:

  • Must match all: every condition in the group must match.

  • Must match any: at least one condition in the group must match.

  • Exclude: accounts that match are removed.

The groups work together: an account must pass every group you fill in, and empty groups are ignored.

Advanced lets you nest groups, as in the example above. Each group can match all conditions (Match ALL · AND) or any condition (Match ANY · OR), and each nested group and condition has a NOT checkbox that excludes accounts that match it. Use + Group to add a nested group. Use Advanced for logic that Simple can’t express, such as (A and B) or (C and D).

Add conditions

Select + Condition, choose a field and an operator, and type the value, one per line. The box doesn’t suggest values, so enter them as they appear in your accounts. Abbreviations or alternate spellings may not match.

Most fields take text, such as Country (United States) or Industry (Agriculture). Total funding takes a number with no currency symbol or suffix, such as 1000000, and Founded on takes a date as YYYY-MM-DD, such as 2020-06-15.

Propensity uses these company size bands when it generates conditions: 

  • Micro (1 - 9 Employees)
  • Small (10 - 49 Employees)
  • Medium-Small (50 - 199 Employees)
  • Medium (200 - 499 Employees)
  • Medium-Large (500 - 999 Employees)
  • Large (1,000 - 4,999 Employees)
  • XLarge (5,000 - 10,000 Employees)
  • XXLarge (10,000+ Employees)

Tip: To avoid typing values like these, describe them in the Audience description, such as “more than 1,000 employees,” and let Build audience fill in the condition. Check the generated values before you save, and edit them if needed. 

How the operators work:

Is

Matches an account that has any of the values you list. The match is exact, and capitalization may matter.

Is not

Excludes accounts that match any of the values you list.

Does not equal

Excludes accounts that match a single value.

Matches pattern

Matches a regular expression, such as ^health for values that begin with “health.” Use matches pattern · ignore case to ignore capitalization.

Matches pattern - Ignore Case

works like matches pattern, but ignores capitalization.

Preview your audience

Select Refresh preview at the bottom of the Account criteria panel. Account preview shows how many accounts match before scoring and a sample of up to 25, with their name, website, and country. The sample is for display only and doesn’t limit the size of your saved audience. After you change a condition, the preview shows “Preview needs refreshing” until you refresh it.

Save your audience

Select Save Audience. Propensity saves the audience and opens the audience page, which has the tabs Account List and Buying Circles. 

If the audience needs processing, a message such as “Audience saved. Processing started.” confirms that it started, not that it has finished, so scores and other totals may not appear right away.

Troubleshooting

Build audience didn't generate the conditions I expected

Try making your description more specific or breaking a complex request into simpler requirements. Review the generated conditions under Audience logic and adjust them manually if needed. Pay particular attention to how AND, OR, and exclusion conditions are grouped.

The preview shows no accounts or fewer accounts than expected

Check that the values in your conditions match the account data. For example, Company size uses predefined bands rather than exact employee counts. Also check whether your conditions are too restrictive or whether an Exclude condition is removing accounts you want to include. After making changes, select Refresh preview again.

I can't save my audience

Make sure you've entered an Audience name and that your conditions are complete. Check for missing values, unsupported operators, or invalid formats. For example, Total funding requires a number without a currency symbol, and Founded on requires a valid date.

The saved audience doesn't show all the accounts I expected

The preview shows matching accounts before scoring. After you save, Propensity processes the audience separately, so the final count may differ. Check the audience again after processing finishes.

Important notes

  • If the preview shows fewer accounts than you expect, check that each value is written the way it appears in your accounts. A value that doesn’t match any account returns no accounts.
  • The preview counts matching accounts before scoring. Because saving starts separate processing, the final account count may differ from the preview.