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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

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    Edward_Masson
    Edward_Masson
    New Participant
    May 29, 2012
    subscribing to this great idea
    A
    Anonymous
    December 11, 2011
    Fully agreed on the need to be able to change scores when many people from the same company become active. The point is that it reveals that the topic we adress is not only one person's but becomes a team's issue, making this prospect much more likely to become interested in buying.

    An alternative would be to be able to add somescore points to all leads in the company, so that we avoid having multiple scores.
    A
    Anonymous
    December 11, 2011
    Fully agreed on the need to be able to change scores when many people from the same company become active. The point is that it reveals that the topic we adress is not only one person's but becomes a team's issue, making this prospect much more likely to become interested in buying.

    An alternative would be to be able to add somescore points to all leads in the company, so that we avoid having multiple scores.
    A
    Anonymous
    November 3, 2011
    We currently do this manually for some clients, it would be great to have this available.
    A
    Anonymous
    November 2, 2011
    This is an excellent idea. Particuarly with respect to the example offered here. Most types of sales related to enterprise computing (SFDC, Oracle ERP, SAP etc....) there is no one or even two key individuals - there are a lot of people who might make different touch points and it would be good to look at it as a whole.
    A
    Anonymous
    November 2, 2011
    This is an excellent idea. Particuarly with respect to the example offered here. Most types of sales related to enterprise computing (SFDC, Oracle ERP, SAP etc....) there is no one or even two key individuals - there are a lot of people who might make different touch points and it would be good to look at it as a whole.
    A
    Anonymous
    October 28, 2011
    You can even take this a step further: if someone from ESPN responds and then someone from ABC, those too should roll up to a parent company score - in this case Disney.
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