Lead Scoring Question

[Greg_Jackman]

I’m setting up Lead Scoring for our future lead nurturing/email campaigns. I have our Behavior & Demographic Lead Scoring setup at a global level, respectively, as best as I can. I decided before running a real email campaign with Lead Scoring applied, I would run a test email campaign with myself. I created a test folder and copied the global Behavior Lead Scoring program (suitcase icon) into it (do I even have to do that since it’s at a global level?). I sent myself the test email with 4 different links in it. Each linked was valued at +5 in my global Behavior Lead Scoring program. And +1 for Opening the email. So theoretically, if I opened the email and clicked on all the links, I would see a 21 increase in my score. I received the email and every time I took an action, I waited a few minutes, and checked my lead score to see how much it increased, but the numbers weren’t correlating to the values I assigned the action in my global Behavior Lead Scoring program. Any thoughts?

[Devraj_Grewal]

Firstly, you do not need to copy the lead scoring program over if it's a global program.

When you sent a test/sample email to yourself, do you mean you used the "send sample" feature or you actually ran a "send email" flow to a lead with your email address?

If you sent a sample, the activity on the sample email will not register for scoring.

If you sent the email to yourself as a lead with a "send email" action, make sure the lead scoring campaigns are triggered and that they are activated and that the qualification rules allow leads to run through them every time.

[Greg_Jackman]

OK, yes, I deleted the lead scoring program I copied from the global program, so right now, I only have the global program.

I sent a real "send email" flow to my email address, not a "send sample".

Yes, under the Schedule tab, my the lead scoring campaigns are triggered, activated and the qualification rules are allowing leads to run through them "every time".

[Anonymous]

Greg Jackman​ have you taken a look at a lead's activity log to see what campaigns caused them to get points added? That could point to where the issues lie.

[Greg_Jackman]

OK, I took a closer look at my Activity Log and figured out why I'm getting 65. All the tokens makes sense, except these:

1. Why is it giving me +5 for opening the email when the {{my.Email - Opens}} token is valued only at +1?

2. Why is it giving me +10 for clicking a link in the email when the {{my.Email - Clicks Link}} is valued only at +2?

[Anonymous]

Hi, I saw you mentioned those tokens. Someone else set up our lead scoring and I can't seem to find the area where the tokens are housed that show the values for each activity regarding lead scoring. Where do you see yours?

[Darrell_Alfons2]

Katie Dunn​ It is probably in the tokens section of the program that contains all the lead scoring campaigns. So click on the suitcase/briefcase and one of the tabs is tokens.

[Anonymous]

Omg thank you! I was hunting in admin thinking they were master tokens or something! Duh! Thanks!

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[Anonymous]

Without being in your instance I wouldn't know. Is it possible that there is a child token overriding this value? I would also suggest testing without the token and see if that works.

[Anonymous · Accepted solution]

Greg Jackman​ building on Devraj's response... If you did run yourself through a campaign a few follow up things to look at:

1. Are the scoring campaigns set to Active?
2. Do you have a limit on how many times an individual can run through a single Smart Campaign?
3. If the number was higher than expected, did you duplicate scoring rules?
   1. Or perhaps your filter logic is wrong.​
4. If the number was lower than expected (but not 0, if 0 see Devraj Grewal​ response) do you have filters on each?
   1. Again, check filter logic.

Joe Reitz​ also has a great https://nation.marketo.com/community/champion/blog/2016/08/16/krewechats-week-3-lead-scoring-and-msi that may help.

P.S. Did you setup your scoring as numbers in the flow, or tokens? If you didn't use tokens I would highly suggest that as it makes management much easier.

[Greg_Jackman]

Answers:

1. Yes, my scoring campaigns (“Email – Clicks Link in Email” and “Email Open Email”) are set to Active. I did this under the Schedule tab and now the light bulb is on.
2. No, I don’t have a limit set. In the Smart Campaign, under the Schedule tab, I click Edit to get to the Qualification Rules and it’s set to “every time”
3. The number is higher than expected, but I didn’t duplicate the scoring rules. I only have a lead scoring program on my global level.
   1. Right now, my filter logic on my Smart List is set to “Use ALL filters(1 and 2 and 3…). Is that correct?