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Gainsight Inc.

Scorecards 2.0 Overview


This article introduces Gainsight Scorecards 2.0 to Admins and CSMs. Furthermore, it explains the components of a Scorecard and the concept of Measures and Measure Groups.

In today’s competitive business world, it’s essential to proactively monitor your customer’s vital signs, usage trends, and other important dimensions. Gainsight Scorecards allow you to track multiple dimensions of a customer’s health and also provide you the ability to report on recorded dimensions. Each dimension in a Scorecard is known as Measure. You can use multiple Measures to track various aspects of a Customer’s health.

With Scorecards 2.0, you can set a score for each Measure either manually or automatically through Rules Engine. Scorecards 2.0 provide you with the flexibility of using numbers, letters, or colors as grading schemes. For example, for a Product Usage Measure, you can use the Numeric grading scheme and set the criteria as follows:

Score Range Definition
0-50 Poor
51-75 Average
>76 Very good

In the above example, if a customer’s product Measure score is 45, the score is deemed to be poor, based on the criteria.

Just like the Product Usage metric example, you can set and view scores for other important Measures like Customer Support, Renewal chances, Product bugs, and so on.

A few key points about Gainsight Scorecards are:

  • You can group similar Measures to form a Measure group. For example, if you have a ‘Support group’ and within that you have ‘Age of the tickets’, ‘Severity of the tickets’ etc. as a measure.
  • Scorecard 2.0 is a collection of Measures and Measure Groups. You can create any number of Measures or Measure groups and then add the required Measures and Measure Groups to your Scorecard.
  • A Scorecard's score is automatically set, based on the scores of the Measures, present in the Scorecard. Similarly, a Measure Group Score is set automatically based on the Scores of Measures, present in the Measure Group.
  • A single scoring method might not be applicable to all customers. In such cases, you can maintain multiple Scorecards. There can be multiple Scorecards applicable for a Customer or Relationship, but at any given point of time, you can assign only one scorecard to a customer or Relationship.
  • You can create Scorecards for an Account or Relationship entity.

Scorecard 2.0 Consumption Areas

A Gainsight admin can configure Scorecards 2.0 from the Administration > Scorecards 2.0 section. Administrators can create Measures, Measure Groups, and Scorecards; furthermore, an admin can also configure grading scheme (Color, Letters, or Numbers), weights, exceptions, and set validity period.

6.15 SFDC Salesforce Scorecard Configuration Overview.jpg

An end-user can view their customer’s Scorecard section on the C360 page. Similarly, Relationship scores can be viewed from the R360 page. End users may modify scores for subjective measures such as sentiment, but only if the score is selected as ‘Manual’ during the configuration.

To get started with Scorecards 2.0, refer to the Configure Scorecards 2.0 (path) article.

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