Account Levels

Account Levels categorize accounts into tiers based on their account score, helping you prioritize which companies to target and how to engage them. Think of levels as segments that automatically update as account scores change.

Understanding Account Levels

Account Levels answer: "What tier is this account in?"

Levels provide at-a-glance categorization:

• Target - Top-tier accounts that perfectly match your ICP
• Qualified - Strong-fit accounts worth pursuing
• Standard - Average accounts in your addressable market
• Low Priority - Accounts outside your ideal profile

Accessing Account Levels

Navigate to Configure > Rules & Scoring > Account Levels.

Account Level Rulesets

Similar to other LeadVibe features, account levels are organized into rulesets. You can create multiple level rulesets for:

• Different market segments
• Regional variations
• Product lines
• Seasonal campaigns

Creating a Level Ruleset

1. Navigate to Account Levels
2. Click New Ruleset
3. Enter a name (e.g., "Enterprise Account Tiers")
4. Click Create

Ruleset Properties

Property	Description
Name	Descriptive name for the level ruleset
Enabled	Whether this ruleset is active
Primary	The ruleset currently used (only one can be primary)
Levels	Number of levels defined in this ruleset
Created	When the ruleset was created

Managing Rulesets

Set as Primary:

1. Click ⋯ on a ruleset
2. Select Set as Primary
3. This ruleset will now determine all account levels

Enable/Disable:

• Toggle Enabled to activate or deactivate
• Disabled rulesets preserve configuration but don't affect accounts

Edit:

• Click the ruleset name to view and manage levels

Delete:

• Click ⋯ > Delete to remove
• Cannot delete the primary ruleset
• All levels in the ruleset are deleted

Account Levels

Levels within a ruleset define score ranges and how accounts are categorized.

Creating a Level

1. Open a ruleset

2. Click Add Level

3. Configure the level:

   • Name - Level label (e.g., "Target", "Qualified")
   • Min Score - Minimum account score for this level
   • Max Score - Maximum account score for this level
   • Color - Visual indicator color

4. Click Save

Level Properties

Name

The label displayed for accounts in this level:

• Keep it short and descriptive
• Use consistent terminology across your org
• Common names: Target, Qualified, Prospect, Customer

Score Range

The min/max score boundaries for this level:

• Min Score - Lowest score that qualifies for this level (inclusive)
• Max Score - Highest score in this level (inclusive)

Important: Score ranges should not overlap. LeadVibe assigns accounts to the first matching level.

Color

Visual indicator for the level:

• Helps quickly identify account tiers
• Appears in account lists, cards, and dashboards
• Standard colors: purple (Target), blue (Qualified), green (Standard), gray (Low)

Level Examples

Four-tier system:

Name	Min Score	Max Score	Color
Target	80	100	Purple
Qualified	50	79	Blue
Standard	20	49	Green
Low Priority	0	19	Gray

Three-tier system:

Name	Min Score	Max Score	Color
High Value	70	100	Violet
Medium Value	30	69	Blue
Low Value	0	29	Gray

Customer segmentation:

Name	Min Score	Max Score	Color
Enterprise	90	100	Purple
Growth	60	89	Blue
SMB	30	59	Green
Disqualified	0	29	Red

Managing Levels

Edit a Level:

1. Click the level row
2. Update name, score range, or color
3. Click Save

Reorder Levels:

• Drag levels to reorder by priority
• Highest-priority levels typically appear first
• Visual order doesn't affect scoring logic

Delete a Level:

1. Click ⋯ on the level
2. Select Delete
3. Confirm deletion

• Accounts previously in this level become "Unassigned"

How Account Levels Work

Level Assignment

When an account's score is calculated:

1. LeadVibe loads the primary level ruleset
2. Checks each level's score range from top to bottom
3. Assigns the account to the first level where:
   • account_score >= min_score
   • account_score <= max_score
4. Updates the account's level

Level Assignment Example

Ruleset: Enterprise Tiers

Level	Min	Max
Target	80	100
Qualified	50	79
Standard	20	49
Low Priority	0	19

Account Assignments:

• Account with score 92 → Target
• Account with score 64 → Qualified
• Account with score 35 → Standard
• Account with score 12 → Low Priority

When Levels Update

Account levels change when:

• Account score changes (due to metadata updates)
• The primary ruleset is switched
• Level score ranges are modified

Levels do not change when:

• Lead engagement changes (engagement doesn't affect account level)
• Events are ingested (unless they update account metadata that affects scoring)

Best Practices

Use 3-5 Levels

Most teams find 3-5 levels optimal:

• Too few (1-2) - Not enough granularity for prioritization
• Just right (3-5) - Clear tiers without over-segmentation
• Too many (6+) - Diminishing returns, harder to manage

Start with 4 levels (Target, Qualified, Standard, Low) and adjust as needed.

Align with Sales Workflow

Design levels to match how sales engages accounts:

Target Accounts:

• Assigned directly to sales reps
• High-touch, personalized outreach
• Executive-level engagement
• Custom proposals and demos

Qualified Accounts:

• Enter nurture sequences
• Targeted email campaigns
• Webinars and events
• Standard demos

Standard Accounts:

• General marketing campaigns
• Self-service resources
• Community engagement
• Low-touch nurture

Low Priority:

• Automated content only
• Minimal resource allocation
• Monitor for changes

Set Clear Thresholds

Make score ranges intuitive:

• Round numbers (50, 75, 100)
• Equal or logical intervals
• Leave no gaps between levels
• Ensure one level covers 0 score

Good:

• 80-100, 50-79, 20-49, 0-19 ✅

Bad:

• 83-97, 51-82, 22-50, 0-21 ❌ (arbitrary boundaries)
• 70-100, 40-75, 0-35 ❌ (overlapping)

Use Meaningful Names

Choose level names that are:

• Clear - Obvious what each tier represents
• Consistent - Match your company's terminology
• Actionable - Suggest how to handle accounts in that tier

Good: Target, Qualified, Prospect, Unqualified Bad: Tier 1, Tier 2, Tier 3, Tier 4 (not descriptive)

Color Code Intuitively

Use colors that convey priority:

• Purple/Violet - Highest priority (Target)
• Blue - High priority (Qualified)
• Green - Medium priority (Standard)
• Gray - Low priority (Unqualified)
• Red - Disqualified or churned

Avoid colors that might confuse:

• Don't use red for top tier (implies danger)
• Don't use green for low tier (implies success)

Coordinate with Account Scoring

Design levels to match your Account Scoring Rules:

If your max possible score is 150 points:

• Don't create a level with min score of 160 (unreachable)
• Distribute levels across the practical score range
• Test scoring rules to see typical score distribution
• Adjust level ranges to create balanced segments

Review Distribution Regularly

Check how accounts distribute across levels:

Ideal distribution (for most businesses):

• 10-20% in Target
• 30-40% in Qualified
• 30-40% in Standard
• 10-20% in Low Priority

Warning signs:

• 80%+ in one level → Levels are too narrow or scoring is too homogeneous
• 0% in middle levels → Gaps in your score ranges or bimodal scoring
• 0% in top level → Scoring rules are too strict or ICP is too narrow

Create Separate Rulesets for Experiments

When testing new level structures:

1. Create a new ruleset
2. Configure experimental levels
3. Keep original as primary
4. Compare results before switching

This lets you iterate without disrupting current operations.

Common Patterns

Sales-Driven Segmentation

Levels match sales team capacity:

Level	Description	Sales Motion
Key Accounts	Top 5% of ICP fit	Dedicated account manager
Target Accounts	Top 20% of ICP fit	Inside sales, high touch
Qualified Accounts	Top 50% of ICP fit	Inside sales, standard
Marketing Qualified	Lower ICP fit	Marketing nurture only

Product-Led Growth

Levels based on expansion potential:

Level	Description	Action
Enterprise Potential	Large companies on free/starter	Proactive sales outreach
Growth Track	Mid-size, good engagement	Targeted campaigns
Self-Service	Small companies	Product-led, no touch
Churned/Inactive	Low engagement	Win-back campaigns

Regional Expansion

Levels prioritize by geographic fit:

Level	Description	Score Range
Primary Market	US/Canada enterprises	80-100
Secondary Market	EMEA enterprises	50-79
Tertiary Market	APAC or SMBs	20-49
Out of Focus	Outside TAM	0-19

Customer Lifecycle

Levels track account maturity:

Level	Description	Actions
Strategic	Large, expanding customers	CSM, QBRs, exec alignment
Healthy	Standard customers, on track	Regular check-ins
At Risk	Low engagement or contraction	Proactive support
Churned	Canceled or lapsed	Win-back campaigns

Troubleshooting

Accounts Show No Level

Problem: Accounts display as "Unassigned" or blank level.

Solution:

• Ensure a level ruleset is set as primary
• Verify the primary ruleset is enabled
• Check that score ranges cover all possible scores (especially 0)
• Confirm no gaps exist between level ranges

All Accounts in One Level

Problem: Every account is categorized the same.

Solution:

• Review account score distribution
• Check if scoring rules are too uniform
• Verify level score ranges aren't too wide
• Adjust ranges to create more balanced distribution

Levels Not Updating After Score Changes

Problem: Account score changed but level stayed the same.

Solution:

• Wait a few minutes for level recalculation
• Verify the primary ruleset is enabled
• Check that score ranges still include the new score
• Refresh the account page to see latest data

Overlapping Level Ranges

Problem: Account appears in wrong level or level assignment is inconsistent.

Solution:

• Review all level definitions for overlaps
• Ensure each score value falls into exactly one level
• Adjust ranges so they're sequential with no gaps or overlaps
• Test with specific score values to validate

Wrong Level Colors Showing

Problem: Level colors don't match configuration.

Solution:

• Check that the correct ruleset is set as primary
• Verify color codes are valid hex or named colors
• Clear browser cache and reload
• Ensure frontend and backend are in sync

API Access

Manage account levels programmatically:

• List Account Level Rulesets
• Create Account Level Ruleset
• Update Account Level Ruleset
• Delete Account Level Ruleset
• Set Primary Ruleset
• List Account Levels
• Create Account Level
• Update Account Level
• Delete Account Level

Related Documentation

• Account Scoring Rules - Configure firmographic scoring
• Account Management - View accounts by level
• Account Triggers - Automate actions based on levels
• ABM Overview - Understanding Account-Based Marketing