Aggregate the lead scores of contacts within an organization to create a Company Lead Score.
Marketo users are able to deliver content that helps progress relationships based on a contacts Lead Score. However, we're unable to do the same based on the interest level across an organization.
Assume that the lead scores of 3 people from Disney progress because of certain actions taken:
Contact 1 - Downloaded a white paper about Oracle Financials - (Lead Score +5)
Contact 2 - Downloaded a white paper about Siebel - (Lead Score +5)
Contact 3 - Downloaded a white paper about Salesforce.com - - (Lead Score +5)
Each contact's lead score is 5, however, their Aggregate Company Lead Score is 15.
If there was a Company Lead Score in Marketo that rolled up the lead scores of contacts within an organizaiton, users would be in a better position to act on companies where interest is high.
We are now using Company Lead score to drive our inside sales program.
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