Introduction
In modern account-based marketing, volume is easy, but relevance is scarce. The Liminal Account Scoring methodology is designed to solve this precision problem. It produces a quantitative metric — the Liminal Score — which ranks companies based on how strongly they match your specific campaign targets.
This module processes market signals and objective company data to answer two fundamental questions:
- Does this account match the specific goal we are pursuing right now and the structural profile of our ideal customer?
This is answered by the ICP Fit, where Use Case, Vertical, Financials and Size are the main parameters considered. - Is this account showing active signals that they are in-market to buy?
This is answered by the Intent Fit, where engagement with specific research topics are the main parameters considered.
The Liminal Score Framework
By weighting and aggregating a variety of signals, we produce a ranked Target Accounts list that allows Sales and Marketing teams to focus their energy on the highest-probability targets.
Our scoring model is not a black box; it is a multi-dimensional formula that balances strategic alignment, structural compatibility, and behavioral context:
Total Liminal Score = ICP Fit Score + Intent Score
Breaking it down, we provide balanced starting score weights that you can fine-tune from there. The ICP Fit Score represents the static quality of the account. Think of this as a pie chart split into six key slices that determine the account’s foundational value.
Is this account a strong match for the goal you’re pursuing?
This signal focuses on relevance. It rewards companies that are in the right vertical and have the right use case. If a company fails here, it’s not a strategic target, even if it’s huge and wealthy.
Is this account structurally aligned with your Ideal Customer Profile?
This signal focuses on quality. It rewards companies that are healthy, solvent, and the right size to buy. We use a 0-1-3-9 Valuation Model to score these attributes:
Intent Score
While the ICP Fit Score tells who has excellent potential fits, the Intent Score tells us when. This score runs in parallel and is critical for prioritizing which high-fit accounts to contact first.
The Intent Score is calculated by analyzing dynamic data windows to detect active buying behavior. over the last 90 days.
Common intent signals include:
- Keyword searches: Recent terms used in search engines, signaling buy intent
- Website traffic: Pages viewed, time spent and frequency of visits
- Downloads: Guides, whitepapers, case studies, and other downloaded content
- Social media: Engagement with relevant topics and industry discussions
The Gatekeepers: Qualification Filters
Before an account even receives a score, it must pass a series of “Hard Filters.” If an account fails these, it is excluded from the Target Accounts list entirely.
- Data Quality Filters: We automatically exclude records that are “dead ends” (Inactive companies, invalid websites, low data confidence).
- Campaign Taxonomy Targets: This is a strict rule. For an account to be scored, it must contain the campaign’s specific Vertical and Use Case tags. If a company is not tagged with your campaign’s target, it is removed immediately.
Customizing the Liminal Score
Liminal GTM Target Accounts provides relevance and accuracy out of the box, from our recommended parameters balancing.
On top of it, our clients may also easily tweak the standard model, applying the desired weights to suit any special requirements.
Quick links
→ March 10, 2026 Release Notes — Full changelog for this release
→ Introducing Target Account Lists — From Game Plan to ranked pipeline in one workflow
→ Introducing Game Plans — Campaigns, competitors, and battlecards in one view
