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Re: Setting up lead scoring
Carly Stevens Jun 21, 2017 8:54 AM (in response to Nick Altenburg)2 of 2 people found this helpfulHi Nick,
There wouldn't be any harm in setting it up now, in fact, if you let it run for a while you could review ahead of switching on and syncing to SFDC. I.E. if someone hits your projected desired MQL score, were they truly an MQL at that stage? You can assess and tweak before pushing through to SFDC. If you're keen to have people hit a score and be followed up by sales during this time, it would just mean setting up an alert for those who do hit your desired lead score, then working out a way to liaise with sales to follow up. Depending on volume, a simple email could suffice.
It'd be relatively straight forward to sync with Salesforce, you'd just need to sync the lead score field into a field on the prospect record in SFDC, then create some rules to notify a sales person/add to a lead queue for follow up.
If there's an old scoring system in Marketo that you don't use, I'd recommend deleting and putting lead scores back to zero. If leads have not been followed up before now, then they're probably stale. Or you could take a view on those who have hit the old threshold score recently - and see whether they're worth following up.
Thanks,
Carly
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Re: Setting up lead scoring
Joey Forcelli Jun 21, 2017 10:03 AM (in response to Nick Altenburg)2 of 2 people found this helpfulHey Nick,
I would recommend implementing once you have final approval on the model; don't wait for the integration between SFDC and Marketo to be up and running. The lead score, urgency, etc. will all sync over to SFDC once you integrate the platforms. Setting up lead scoring sooner will give you a more accurate representation of your leads activity.
I agree with Carly in that email alerts should be sent to the BDR's once leads hit your MQL threshold.