Keyplay allows you to pull in data directly from your CRM to use in your scoring model — a process known as reverse enrichment.
This feature helps you include internal metrics such as annual revenue, trial activity, or other key performance indicators in your ICP or fit scoring model.
How to Create a Reverse Enrichment Field
Navigate to:
Fields → Create FieldSelect the CRM Field:
Choose the field from your CRM that you want to reverse enrich into Keyplay.
Examples:Annual Revenue,Trial Start Date, etc.Supported Field Types:
Number fields (e.g., revenue, employee count)
Date fields (e.g., trial start, contract signed date)
Run a CRM Sync
After adding the field, run a CRM sync to pull the data into Keyplay.
This will reverse enrich your existing accounts with the selected CRM data.
Use Reverse Enriched Data in Signals
Once the data has synced, you can build scoring signals using these CRM fields — for example:
“Trial started within the last 90 days”
“Annual revenue > $1M”
“Has open opportunity in HubSpot”
Create Signals Using Reverse Enriched Data
Once your CRM data has synced, you can use it to build new signals that feed directly into your scoring model.
Navigate to:
Signals → Create Signal
Choose a Category:
Select the category that best fits your new signal (e.g., Firmographics, Engagement, CRM Activity).
→ Learn more about signal categories
Define Your Ranges:
Set the logic and thresholds for your signal — for example:
Annual Revenue between $1M–$10M = Score 8
Trial Started within the last 90 days = Score 10
Employee Count < 50 = Score 3
Next Steps
After saving your new signals, you can:
Add them to your ICP scoring model
Backtest performance to validate scoring accuracy
Adjust thresholds or weighting as needed