2 Replies Latest reply on Apr 28, 2017 6:24 AM by Josh Hill

    Scoring Leads by Channel & Time Period

    Nelson Trautman

      I want to be able to report my top 10% leads as relates to a particular channel in a particular timeframe.


      For example, if I have channels A, B & C, I want to be able to say: "These people are our top 10% engaged with our Channel A material in the past 3 months."


      So in effect, what I THINK I want (but am willing to take better suggestions) is a lead score that only counts actions within a defined time period and as pertains to a particular channel.


      Does anyone have any guidance or best practices they can share with me on how to do this?


      Thank you.

        • Re: Scoring Leads by Channel & Time Period
          Sanford Whiteman

          Skipping over the constraints on a single score (for the moment), it seems like the hotspot in your question is getting the 90th percentile of scores across a range of leads. Is that indeed what you are trying to extract?

          • Re: Scoring Leads by Channel & Time Period
            Josh Hill

            As Sanford suggests, this might be a fairly complex question to run in Marketo.


            Sales Insight lets you adjust this threshold in Admin > MSI. But that's more about flames/stars in SFDC, than a real threshold. And since you want this to be a rolling 3 months, how do you determine this?


            • Get a predictive vendor tool
            • do an extract and analysis on behaviors and score those within a 90 day period, using an Inactivity batch to lower the score after 90 days of inactivity (not really aligned to your desires those, but closer).
              • but that data analysis would get you an idea of the 10% of most active and model them.
              • you'd need a regular review.


            I wouldn't look at Channel as much as which behaviors lead to MQL or SQL.