Score your Segment Members
Wednesday, September 9, 2026
What it is
Lets marketers and sales reps rank the contacts in a segment by likelihood to convert, surfacing scoring intelligence inside the segment experience rather than alongside it.
Why it matters
A segment identifies the right audience but says nothing about who inside it to engage first. Without prioritisation every contact reads as equally important, which spreads outreach thin.
The Take
people want scores to tell them who is about to hand raise. They want a little group of people who is about to hand raise, but hasn't yet. And I think that is just like unrealistic.
The feature is sound. The framing around scoring is what needs fixing, and this is a good moment to fix it.
People want a score to tell them who is about to raise their hand. They want a small list of humans on the verge of asking, delivered before the asking. A score cannot do that, and expecting it to is where scoring programmes go wrong. What a score can do — genuinely, usefully — is rank who is hottest to least hot right now. That is what this ships, and inside the segment where the work already happens, which is the right place for it.
The failure mode to watch for is using the ranking to push. A high score is not permission to reach out as though someone has already decided; the step is to keep giving them reasons to arrive on their own. AI is making this worse rather than better, because it makes skipping ahead cheap — the outreach that says based on your score, it looks like you are ready is now one click away, and it tells the recipient plainly that a number spoke for them.
Used the way it is built — prioritise attention, not permission — this is a real improvement over treating a segment as a flat list.
Watch Us Discuss This
The full segment from the show, us working through this update start to finish.
Produced by Value-First Media