We consulted with Sirius Decisions and adopted their "model" for lack of a better word. We did a lot of leg work to determine what factors we wanted to score on and how they should be weighted to fit our business model. The main difference between Marketo's scoring best practices and Sirius Decisions is that Sirius Decisions recommends a maximum of 100 points for Demographic and 100 points for behavior. You then lay it out on a grid (x axis is demographic and y axis is behavior). You decide if each square should be a qualified lead or not. The other difference is that you degrade your scores monthly - so that you won't leads pushing over from having a lot of activity 6 months ago and then revisiting your website pushes them over. If they are not engaged that month, they reset to 0 for behavior. It did involve a lot of work with our Marketo consultant to get the system to work with Sirius Decisions best practices but we got there in the end. However - we have run into the problem of leads syncing over based on degrading scores.
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