Marketo's Default Lead Scoring Program

[Anonymous]

Does anyone know how Marketo's default lead scoring program works (or if something of the sort even exists)? Right now we currently do not have our own lead scoring model set up however our leads are receiving scores through what appears to be a default model from Marketo. My question is, how do we figure out the way our leads are currently being scored? Some of our leads have very high scores and we can see their activity history, however we cannot tell which behaviors and actions are attributed to a certain score. Any insight would be greatly appreciated!

[Jason_Hamilton1]

Actually based on the screenshot, it looks like it may be your lead score.

Go to the field management section and type in score and see if any campaigns are using it.  If not the value must have come from somewhere.

If you want to do a join.me I may be able to help you out.

Thanks,

Jason

[Anonymous]

Aha, you are correct. It appears there are lead score campaigns running there however we can't edit them or locate them on the sidebar. When you click on the campaign it takes you straight to the smart list but you can't edit it, only view. It says last edited by Marketo API Operations so I think they set something up for us but we might need to just call them to find out exactly how it works.

[Julz_James]

Do you have full admin access to your instance?  You should be able to see any information regarding a lead scoring model as it has to be done through smart campaigns and you should have access to these.  Same as Jason said, happy to do a quick 'screen share' via Skype or join.me if you need any help.

Juli

[Anonymous]

From what I understand, Marketo does not change your LEAD, BEHAVIORAL or DEMOGRAPHIC score, but Marketo will contribute to the scoring algorithm depicted by the FLAMES and STARS in Sales Insight with their proprietary algorithm which should reflect Recency engagements, thus Urgency with Flames and Relative Prioritization to other Leads in the database with STARS.  The preferred configuration for LEAD Scoring is to be done in a single program, one for Operational Behavioral Scoring, one for Operational Demographic Scoring and the Lead Score is typically configured as a cumulative score of both Behavioral and Operational Scores.  I am new to Marketo myself, so this is with the caveat, this is to the best of my knowledge and I would love to be corrected or validated on my understanding.

[Jason_Hamilton1]

Is it possible you are referring to Urgency or relative score?  If so these are related to Sales Insights.

Thanks,

Jason

[Anonymous]

Thanks Jason, I think you may be correct. Is there a default urgency/relative score that is already set up in Marketo? I think this might be what we are seeing. Attached is an example. Also, how does Marketo score these leads for urgency?

[Anonymous]

Hi Taryn,

Unless your consultant activated a lead scoring model for you, Marketo doesn't have one turned on out of the box - and I doubt your consultant would activate without your admin's consent. But if something did happen, here are some ways to find it:

Go to one of your leads with a score and find one of the score changes in their Activity Log. On the far right you can see the campaign name which includes the program name. You can use this to find the particular program that is activated in Marketing Activities and then deactivate it. Most likely you'll find all of the scoring campaigns in one or two programs, so having the program name will be really helpful.

Or if for some reason these campaigns are in many different programs, go to Marketing Activities and choose "Campaign Inspector" then at the bottom search for "Score". This will tell you every smart campaign with "change score" that is active which should help you narrow down which programs it is.

Hope this helps!

[Anonymous]

Christina, thanks for the insight. I think what we are seeing is actually the urgency score and not an actual lead score because the activity log doesn't contain anything about changing lead scores.

Thanks for your help!

[Josh_Hill13]

There is probably an existing scoring program, possibly one someone used from the Program Import Library.

@Taryn, please do a search in Marketing Activities for Scoring or Score in addition to Christine's suggestions.

[Anonymous]

Josh,

Thanks for your answer. I think we are actually seeing the urgency score because we do not have a lead scoring model set up. Thank you for your help.