The scoring model wasn't broken, 90,000 contacts had no industry

The problem

The play

1. 1
   Root-cause the skew instead of re-tuning around it

   Traced skewed scoring to missing firmographic data rather than model design, roughly 90,000 contacts with no industry and roughly 80,000 with no associated company, and reported the cause rather than adjusting weights to hide the symptom.

2. 2
   Segment correction at the sourceSegment

   Fixed roughly 1,100 mis-tagged segment contacts as the upstream cause of the skew, and cleaned segments containing firms outside the approved list.

3. 3
   Auditing a merge run before it reached reporting

   Audited a bulk deduplication run of roughly 2,100 merges and caught around 90 problematic merges, including roughly 60 discarded qualified leads, before they corrupted the reporting they fed.

4. 4
   Email validation across the database

   Ran an email-validation audit to separate deliverable contacts from decayed ones, so list size stopped flattering the engagement numbers.

5. 5
   Ownership continuity through a rep departure

   Managed a rep departure end to end, roughly 5,500 contacts reassigned across departed owners and 14 workflows updated, so no in-flight leads went cold during the handoff.

6. 6
   A taxonomy so the gaps do not reopen

   Scoping a company-hierarchy and ICP taxonomy so firmographic data has a structure to hang on going forward, rather than being re-cleaned every year.

What it moved

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