Health score - Beacon

What it is

health_score is a 0-100 measure of how strongly an account is progressing through its lifecycle, where a higher number means stronger progression. It is segment-relative: the score compares an account against the pace and substance typical for accounts in its own segment, not against a fixed standard. It covers the period after the sale closes. Everything before the deal closes belongs to pipeline reporting and is not part of this value.

How it is calculated

Measured. Five inputs are scored and combined at fixed weights.

Input	Weight	What it reads
Stage transition timing	0.30	How each completed transition compares with the timing typical for the segment. Faster counts positive, slower negative, on-track neutral
Milestone completion	0.25	Whether milestones were substantively completed or marked complete administratively
Progression direction	0.20	Forward, lateral and backward transitions, and how often the account oscillates between stages
Time in stage	0.15	Current-stage duration against the segment median
Engagement continuity	0.10	Whether the working relationship carries across transitions rather than restarting at each one

Tier	Range
Strong	75-100
Healthy	55-74
Concerning	30-54
Critical	0-29

The scale and the scoring logic are fixed. The threshold at which an account is flagged as concerning moves with your growth plan — 55 at the balanced default, 60 under the most conservative plan, 50 under the most aggressive. The critical threshold at 30 does not move under any plan. A score is published only where the account’s identity is resolved at a confidence of 70 or above. Below that the account carries no confidence-labelled score.

Where it comes from

Source	What it supplies
Billing	Required. No score is produced without a connected billing source
Customer-success platform or CRM	Stage transition events, where the tool records them
Product usage	Milestone completion and engagement continuity — the largest contributor to the two heaviest inputs
Contract records	Close date and renewal date, which anchor the stages the timing inputs measure against

Where no customer-success platform is connected, Beacon builds the transition events from billing, contract and product events instead. Per-account scores appear once transition data has been flowing for 30 days; before that, only segment-level distributions exist.

How fresh it is

Recalculated nightly, and on a stage transition, a milestone completion or a material change in any of the five inputs. Health score carries no seal of its own. The quarterly calibration re-baselines the segment-typical durations and progression patterns the score is measured against, which can move a score without anything changing at the account.

Currency and rounding

Neither applies. The score has no unit and holds no money value.

What changes it

Movement in any of the five inputs — a transition recorded faster or slower than segment-typical, a milestone completed substantively or administratively, a backward or lateral move, time accumulating in the current stage, engagement carrying across a transition or restarting. A change of segment changes the baseline the score is measured against. The quarterly re-baselining changes it for the periods that follow. A change in your growth plan moves the concerning threshold, not the score.

What it is not

Not churn_risk. That measures likelihood of leaving and runs in the opposite direction, where higher is worse. The two read different inputs, and where they disagree — a strong health score against a rising churn risk, or a critical health score against a low one — the disagreement is flagged for review rather than resolved in favour of either.
Not lifecycle_stage. Stage is where the account has reached; health score is how strongly it got there. Neither is derived from the other, and only the stage is what renewal forecasting reads.
Not a usage measure. Product usage feeds two of the five inputs. usage_trend is the value that reports usage direction on its own.
Not customer_value. That value reads this one among many others; this one does not read it.
Not a segment health score. This value describes one account. A segment’s own health is a separate value at a different grain.
Not comparable across segments. A score of 70 in one segment and 70 in another describe progression against two different baselines.

​What it is

​How it is calculated

​Where it comes from

​How fresh it is

​Currency and rounding

​What changes it

​What it is not