How the Spotlight Score works

The Spotlight Score displayed in your CRM system is a predictor of whether an opportunity will be Closed Won. It's based on several factors:

1. What the current stage is

2. Whether questions for the previous stages were answered

3. How important the questions are

4. Depending upon whether you have Value Intelligence licenses, whether a business case was produced

Spotlight.ai analyzes your past wins and losses for the last 6 months. This produces statistics for the likelihood of the opportunities to be won once they pass each stage. That value is applied to the prior stage and each question gets a share of that number.

For example, if 25% of your deals are won once they have moved to the second stage, then the maximum number of points you could get for completing qualification questions in stage 1 is 25. If you have five questions of equal importance, each question would be worth 5 points. Questions that are given higher importance get a weighted value which might result in one question being worth 9 points while the other questions are worth 4 points.

Questions that are considered critical and are not answered while the opportunity is in that stage will make the stage red and deduct points from the Spotlight Score. If you are in a late stage and have many unanswered questions in previous stages, you might see a Spotlight Score of zero until those questions are answered.

The Spotlight Score will advance whether a question is answered by the seller or by AI (as a result of analyzing meeting transcripts or emails).

For customers that have Value Intelligence, a 20% reduction to the Spotlight Score will be applied if the Discovery Score is low (meaning no value discovery was done).