Using crm Leads AND Contacts or just Contacts?

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Anonymous
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Using crm Leads AND Contacts or just Contacts?

I'm brand new to Marketo and I'm wondering how to approach our existing business practice of Qualifying Leads into Contacts.

When integrating with Dynamics CRM, is it recommended to eliminate Leads and only use Contacts? We originally used the qualification process as pseudo-lead scoring, but with lead scoring in Marketo, wouldn't it just be easier to convert all Leads to Contacts and use only Contacts in conjunction with scoring? Otherwise, it would be confusing to both qualify AND worry about scoring....

If anyone had this issue, I would love to hear how you approached the problem.

Thanks!
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Level 10 - Champion Alumni

Re: Using crm Leads AND Contacts or just Contacts?

In SFDC, most people use Leads, then convert them to Contacts (or sales does this). I'm not sure I understand why it would matter if both record types exist. Scoring will happen to all records.

Maybe you can describe your preferred process in more detail.