Understanding Intent Level Classifications and Ratings

Last updated: March 23, 2026

Intent classifications help you prioritize accounts based on their likelihood to convert. Understanding how these ratings work can help you better interpret your data and focus your efforts effectively.

How Intent Levels Are Determined

Intent Trend is calculated based on web activity from the last 30 days. The system analyzes visitor behavior patterns, engagement depth, and activity frequency to assign one of three classifications:

  • Low Intent: Limited or minimal engagement signals

  • Medium Intent: Moderate engagement with some buying signals

  • High Intent: Strong engagement patterns indicating purchase readiness

Why Some Accounts Show Unexpected Intent Ratings

You may notice accounts with multiple sessions showing as low intent while single-session accounts appear as high intent. This happens because intent classification considers the quality and depth of engagement, not just the quantity of visits.

Factors that influence intent ratings include:

  • Pages visited and time spent on key content

  • Form submissions and downloads

  • Return visit patterns

  • Engagement with high-value pages (pricing, product demos, etc.)

Insufficient Data Scenarios

When there isn't sufficient web visit data within the last 30 days, the Intent Trend will display as 'low' until there are meaningful web visits within that timeframe. This commonly affects:

  • New websites with limited traffic history

  • Accounts that haven't visited recently

  • Sites with very low overall traffic volumes

In these cases, the low intent rating reflects data insufficiency rather than actual visitor disinterest.

Best Practices for Interpreting Intent Data

To get the most value from intent classifications:

  1. Look beyond the rating: Review the underlying activity data to understand the full picture

  2. Consider recency: Recent high-quality engagement may be more valuable than older high-volume activity

  3. Monitor trends: Watch for changes in intent levels over time rather than focusing on single snapshots

  4. Combine with other data: Use intent ratings alongside your existing lead scoring and qualification criteria

Remember that intent classification is designed to help prioritize your outreach efforts, but it should be used in conjunction with your existing sales and marketing processes for best results.