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A
Anonymous
October 28, 2011
Investigating

Company Lead Score

  • October 28, 2011
  • 27 replies
  • 10070 views

Aggregate the lead scores of contacts within an organization to create a Company Lead Score.

Marketo users are able to deliver content that helps progress relationships based on a contacts Lead Score.  However, we're unable to do the same based on the interest level across an organization.

Example:
Assume that the lead scores of 3 people from Disney progress because of certain actions taken:
Contact 1 - Downloaded a white paper about Oracle Financials - (Lead Score +5)
Contact 2 - Downloaded a white paper about Siebel  - (Lead Score +5)
Contact 3 - Downloaded a white paper about Salesforce.com - - (Lead Score +5)

Each contact's lead score is 5, however, their Aggregate Company Lead Score is 15.

If there was a Company Lead Score in Marketo that rolled up the lead scores of contacts within an organizaiton, users would be in a better position to act on companies where interest is high.

We are now using Company Lead score to drive our inside sales program.

    27 replies

    K
    kh-lschutte
    New Participant
    February 7, 2020
    No text available
    Grégoire_Miche2
    Grégoire_Miche2
    New Participant
    May 15, 2016

    Hi Mahesh Jeswani​,

    This one should probably be flagged "working on it"

    -Greg

    A
    Anonymous
    November 13, 2015

    There are multiple challenges to come up with an effective account engagement score, its not just about calculating account score based on the lead scores. Biggest challenge is to have single representation of an account in Marketo, as account data can vary e.g. IBM = International Business Machine or Google = Alphabet = Nest etc. and come from various sources.

    There is a good news though, that Marketo 2016 Roadmap includes 'Account Based Marketing' which includes account score as the primary focus.  There is no specific timelines set on the release yet.

    It would be great if you can share more ideas on Account scoring or ABM in general as a topic. Please reach out to me directly at 'mjeswani@marketo.com' and I will share more details on this topic.

    MJ

    Product Management

    Grégoire_Miche2
    Grégoire_Miche2
    New Participant
    October 17, 2015

    Duplicate with

    A
    Anonymous
    April 17, 2015
    If you're converting leads into contacts within accounts, you can can use a tool called rollup helper to achieve this. Simply create a new field on your account record called "Aggregate Company Score" and point rollup helper to take the scores of all contacts and add them up and place them into that field. Then you'll have access to that fields data on each marketo lead record.

    While you're at it, you could also add an average/max score calculation too.

    https://appexchange.salesforce.com/listingDetail?listingId=a0N30000009i3UpEAI 
    A
    Anonymous
    May 19, 2015

    Have you (or anyone) tried Rollup Helper? Our SFDC programmers said they had implemented it for another business unit and had to immediately shut it down for performance issues. Kinda makes sense, if it is aggregating lots of data from one object to another all the time. If one has a fairly large database, this could result in a ton of database hits.

    A
    Anonymous
    May 19, 2015

    Hi Ed,

    We are using rollup helper now for this purpose as well as some others. Just last night we also had to disable it temporarily as we believe it may be deleting some data it shouldn't be. In the sandbox it worked perfectly though -- and we're still working to identify the root cause of the issue.

    Yoav_Guttman1
    Yoav_Guttman1
    New Participant
    March 6, 2015
    This would literally save me hours of research. Similar to comments above, while individual leads can guide potential partner status by lead score, a company lead score would be invaluable.
    A
    Anonymous
    February 24, 2015
    Marketo folks, is it possible for you to comment on whether this has made it onto your roadmap?

    We really need an account (or preferably parent account) score and are looking to develop it in the near future. But if you're going to be it sometime soon, we'd be much happier to use an off-the-shelf solution.
    A
    Anonymous
    January 28, 2015
    Greg, thanks for confirming, and looks like you were spot on Ed. 

    An Apex trigger then seems like a  viable way to get the aggregation working at the individual account level. 

    And at that point you could still use it to trigger activities in Marketo.
    Grégoire_Miche2
    Grégoire_Miche2
    New Participant
    January 28, 2015
    Hi all,

    My 2 cents : you will very likely bump into governors limits with visual workflows and/or Process builder, even with a not that large DB : each lead will trigger at least 2 SOQL querys (1 to compute the total, 1 to update the account). As a result, with 50 leads in 1 update from Marketo, you will reach the 100 queries.

    You will have to develop a trigger to make it work. With a trigger, you would be able to get it done with 2 or 3 queries, and each transaction would be able to handle 10000 accounts inlcuding 50000 contacts.

    The trigger is not that difficult to get done, though, since data aggregation is a very common reason for trigger developments. The hardest point might well be to convince IT guys to make it happen :-)

    Best regards,
    Greg
    A
    Anonymous
    January 28, 2015
    Great point Ed.

    Looking at the governor limits for Flow:

    https://help.salesforce.com/apex/HTViewHelpDoc?id=limits_visual_workflow.htm&language=en_US

    Seems fairly extensive but seems you could definitely bump into problems with a large and active database. Some of the definitions I'm a bit foggy on so I'd want to consult a technical SFDC resource to understand how these would apply in practice. 
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