Tracking scored MQLs vs Requested Contact MQLs

[SydneyMulligan]

Does anyone have a good way you are tracking leads that become MQLs by reaching the scoring threshold vs. requesting sales contact? Right now we are tracking that in Salesforce based on the task subject assigned in Marketo, but there has to be a better way. Does it make sense to build a separate stage in our revenue model for Fast Track vs. MQL?

[Tim_Langlois1]

HI Sydney - A common best practice would be two have two separate MQL smart campaigns - one for scoring and one for fast track. One would qualify people based on your scoring threshold , the other who would qualify people based on filling out a high value/fast track form. Both would move people into your MQL stage.

Example smart list for MQLs by score:

Example smart list for MQL by fast track:

[Grégoire_Miche2 · Accepted solution]

Adding on top of Tim's

Another common way is to assign specific high score on the contact form. Anything above the threshold. Let's say 100 points if the MQL threshold is 50. Then the lead will immediately have a max number of stars and flames in MSI and be pushed to MQL by the score based MQL campaign.

We also set some clear interesting moments so that the SFDC user getting the lead immediately knows:

The lead has a very high score

The most recent interesting moment in MSI is "Filled out Contact form".

-Greg

[SydneyMulligan]

That's a good idea!

[SydneyMulligan]

We do this already, but aside from having to pull lists for "Member of Smart Campaign," there isn't a great way for me to see in RCE how many of our MQLs came from scored vs. fast track.

[Anonymous]

I actually create quarterly MQL programs that have different program statuses: MQL-Recycled, MQL-Direct, MQL-Behavioral. Based off of the campaigns that add them to the program leads are given different program statuses.

[SydneyMulligan]

Is this not diluting their program effectiveness by giving them success in a program that they didn't really do anything to achieve?