Multiple scores on the same lead, multiple qualifications

[Anonymous]

Hi,

We know that it is possible to have multiple scores on the same lead, i.e. different business groups would have different scoring models for the same lead. However, when it comes to qualifying a lead we want to be able to make the qualification dependent on the various scores. The lead may become qualified in one score for a specific business group but not for another group. As far as I understand Sales Insight only knows 1 score, and in order to handle multiple we would need to create our own "insight" view which uses Marketo API to fetch the data with the scores. We do not want to duplicate leads and contacts across different business groups but rather have all the activity recorded on a single lead.

Has anyone encountered this requirement? Any suggestions would be appreciated.

Thanks ahead

[Anonymous]

Is the requirement to produce multiple scoring models and serve the right leads to the right people?  I don't know the limitations on Sales Insight but you should be able to do this independent of Sales Insight.  Where are you specifically getting stuck?

[Anonymous]

Alright, let's say we have a single lead, which can have different scoring model depending on geographical region (a given person can be responsible for several geographical regions), and that lead happens to have a lot of activity on geographical region A ( visiting region A's websites, opening region A's marketing e-mails, etc ), but the same lead has little activity on regions B and C. That lead can be sales ready in region A, but not in regions B and C. In this example we are talking about 3 distinct scoring models, each belonging to a specific region, and therefore 3 different scores. The problem we are foreseeing is the same lead converted or acted upon in one region but not ready to be converted or acted upon in other regions. We want to have only 1 lead in order to avoid duplication of the same person. Is this feasible? We can disregard the Sales Insight for now.

[Aslihan_Ayan_Ha]

Was there any resolution to this?

[Grégoire_Miche2]

Hi Aslihan,

There is no easy fix on this: Marketo is not good at comparing numbers and telling which ons is the higher. So at the end of the day, part of the process will have to be done in your CRM (specifically deciding to which sales the lead should be assigned).

Nevertheless, the fact that you assign the lead to one sales does not necessarily means the other sales cannot give a look to it: it in fact depends on the security model set in your CRM. You will have to set strict SLA rules to make sure that the sales know they should qualify a lead in a short timeframe so that if it is not retained by the first sales, it can be assigned to the second one.

Second thought: you are talking here about regional scores. Have you thought about cross checking the lead scores with address info and assign the lead more based on the address than from the highest score? The issue would be harder if you had set a score by product line.

-Greg