What is Propensity to Convert?
Prospectory Propensity to Convert (P2C) is an account-level weighted score for potential conversion from a current solution.
Understanding Propensity to Convert
Prospectory P2C reviews replaceable solutions, contract timing, dissatisfaction signs, implementation complexity, and strategic alignment. Each factor receives a score, a reviewable explanation, and available source context. The factors are combined into a weighted company score and a high, medium, or low classification.
Use P2C to organize evidence that may affect a change from the current solution. Review the explanation and available context, then let the account owner decide whether the research supports a relevant conversation.
How Prospectory Uses Propensity to Convert
Prospectory applies its current published weights to five account factors: replaceable solutions, contract timing, dissatisfaction signs, implementation complexity, and strategic alignment. Each factor includes a score, a reviewable explanation, and available source context.
The account team can inspect missing or conflicting evidence before deciding whether and how to engage the company.
Frequently Asked Questions
How is Propensity to Convert different from Propensity to Buy?
Both are company-level scores. P2B reviews whether the target company shows the conditions used to assess buying potential. P2C reviews whether changing from the company's current solution may be practical. Each uses a different set of five weighted factors.
What factors make up a Propensity to Convert score?
Prospectory P2C uses research evidence about replaceable solutions, contract timing, dissatisfaction signs, implementation complexity, and strategic alignment. Each factor includes a reviewable explanation and available source context.
How should a team evaluate P2C alongside stage duration?
Use P2C to organize conversion-related research, then compare stage duration and CRM outcomes across score bands to see whether it helps your team focus its review.
How often should propensity to convert scores be recalculated?
Review or refresh P2C when material information changes, such as contract timing, current-solution evidence, implementation conditions, or strategic priorities. Check the source date before using the score.
Related Terms
Propensity to Buy Scoring
Prospectory Propensity to Buy (P2B) is an account-level weighted score built from five research factors and their reviewable explanations.
Buying Signals
Buying signals are dated account or buyer events that may make an account timely enough for further review.
Qualified Business Opportunity (QBO)
QBO stands for Qualified Business Opportunity. Prospectory uses QBO credits as a plan usage unit for account-opportunity workflows.
Multi-Channel Outreach
Multi-channel outreach coordinates selected communication channels, such as email, LinkedIn, phone, and SMS, around one account plan and shared interaction history.
See Propensity to Convert in Action
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