MQL Scoring Examples

	A	C	D	E	F	G	H	I	J	K	M	N	O	P	Q	R	S	T	U	X	Y	Z	AA	AB	AC	AE	AF	AG	AH	AI	AJ
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2		Firmographic Scoring																		Person - Engagement Scoring
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4				Pardot web form			SalesIntel														Pardot						Pardot
5	BANT	Firmagraphic	Values	Source	Field name	Score	Field name	Auto Enrichment time delay	RoD time delay											Engagement	Source	Field name	Score	Included in new score model?	Notes	Engagement Negative Scoring	Source	Field name	Score	Included in new score model?	Notes
6	not part of BANT -- this is needed to route leads to the right team.	HQ Country	US	almost all sources (reading ISP location)	#REF!	5	Not required - will be sourced via Pardot			Add to automation for sales region field										Requested Demo	Pardot Form	Form Handlers 14079 New Form 80761 Request a demo form without background (80761) Request a demo form with background (80815)	50	Yes	Form is 80815 - Lead Score - Requested a demo (Custom field 45016)	Email Bounced	Pardot	Fake_Details1__c (Picklist) "Email", "Phone", "Both", "Name", "Company Name" Fake_Details__c (Checkbox) - BooleanT/F	-10	Yes	Used field Hard_Bounce
7			Canada			5
8			NZ			5
9			Australia			5
10			UK			5
11	Budget + Need What sales channels are you seeking to improve or add?	Sales Channels we want to improve/add	Retail	only our Lead Form for now (later on - we'll infer from the content they engage with)	Improve_Retail_channel	10	Not available			Previous Value: 15										Book a Demo (calendly time selected)	Pardot Form	New Form [to be completed]	50	tbc		Opted Out of Marketing Emails	Pardot	Do Not Email ('is_do_not_email')	-30	Yes	Used Field to validate
12			Ecommerce		Improve_Ecommerce_channel	15
13			Wholesale		Improve_Wholesale_channel	25				Previous Value: 20
14			EDI - customers requiring it		Improve_EDI_required_channel	20
15			3PL/Other sales channels		Improve_Other_channel	15				Previous Value: 10
16			None of these		Improve_No_channel	5														Registered for Webinar	Pardot Form	Form Handlers 13372 - Intro [newest one] 13376 - Xero 13378 - eCom 13797 - Story	2	Yes		No Activity in the last 30 days		Customer taking any action... visited our website, webinar, ... (INBOUND)	-10	Yes	Used automation rule in Pardot
17	Need What problem are they buying a solution to solve for their business and themselves?	Industry	Fashion & Apparel	will not be sourced via web forms		5	#REF!	1 day	1 day + 1 day per 100 contacts
18			Food & beverage			5
19			Wholesale/ distribution			5
20			Health & beauty			5
21			Other			3					What's an "A"?									Visited High Value Web Content (Pricing, Resource Center) 3+ times	Page actions	https://www.cin7.com/pricing/ https://www.cin7.com/our-customers/customer-success-stories/ https://www.cin7.com/webinars/ https://www.cin7.com/resources/downloads/ https://www.cin7.com/blog/ https://www.cin7.com/newsroom/ https://www.cin7.com/resources/what-is-omnichannel-commerce/ https://www.cin7.com/resources/what-is-inventory-management/ https://www.cin7.com/resources/faq/	5	Yes		No Activity in the last 60 days			-10	Yes	Used automation rule in Pardot
22	Budget and product fit Our ICP is 20-99 employees. Below 10 employees our solutions are too complex and complicated.	Company Size (employees)	1-9	will not be sourced via web forms		0	#REF!	1 day	1 day + 1 day per 100 contacts		75 or more points
23			10-19			10						example	Field	Value	Points awarded
24			20-49			15						#1	Country	US	5
25			50-99			15							Improve_Retail_channel	Retail	15
26			100-199			10							Improve_Ecommerce_channel	Ecommerce	10					At least 1 email opened in last 30 days			5	Yes		No Activity in the last 90 days			-15	Yes	Used automation rule in Pardot
27			200+			10							Improve_Wholesale_channel	Wholesale	20
28													Improve_EDI_required_channel	EDI customers	20
29													Department	CEO/COO/Brand owner	20
30		Demographic Scoring											Request/Book Demo	Request/Book	20
31														Total score	110					Attended Webinar		No prospects "checked in' to events - review setup for Eventbrite?	15	tbc		Used Non Work Email Address	Pardot Form	Yes ... Not equal to @gmail... etc.	-10	Not required	Done as forms don't accept non-business email
32			Pardot				SalesIntel
33		Demographic	Field Value	Source	Field name	Score	Field name	Auto Enrichment time delay	RoD time delay
34	Authority In which chair around the decison making table do they sit? And, their role has a BIG influence on what they (i) see as an ideal solution, and (ii) what capabilities they 'MUST HAVE' versus 'nice to have'	Contact is associated with Finance (Job Function)	Finance or accounting	All our lead forms	#REF!	15	Not required - will be sourced via Pardot					example	Field	Value	Points awarded
35			Operations			15						#2	Country	US	5
36			CEO/COO/Brand owner			25							Improve_Retail_channel	Retail	15					Attended Tradeshow		No prospects "checked in' to events - review setup for Eventbrite?	15	tbc		Country is Other	Pardot Automation Rules	Country Field in Prospects is 75% complete.	-5	Not required	Should not be in behavioural scoring
37			Production			10							Improve_Wholesale_channel	Wholesale	20
38			IT/Technology			15
39			Warehouse			10
40			Sales, marketing, customer service			10							Department	IT/Tech	15
41			None of these			5							Request/Book Demo	Request/Book	20					Registered for Tradeshow	Pardot Form	Is this a New Form ?	2	tbc	No consistent way to register for tradeshow	SDR/BDR REJECTED in MQL to SAL process	Pardot Automation Rules		-50	Yes	Automation rule Unqualified Recycled leads
42														Total score	75
43		Notes
44		The engagement scoring relies on Pardot cookie tracking - its recommended we use Pardot Forms / Pardot Landing Pages to ensure the data flows properly
45												example	Field	Value	Points awarded
46												#2	Country	Australia	5					Downloaded Whitepaper		Whitepaper Every Store Tells a Story Whitepaper Whitepaper End of financial year Whitepaper Amazon Vendor Whitepaper Grow your Business With Xero Whitepaper Why Effective Inventory Management Is Critical to Accurate Accounting Whitepaper Quickbooks	10	Yes
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48													Improve_Wholesale_channel	Wholesale	20
49													Improve_Ecommerce_channel	Ecommerce	10
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51													Department	CEO/COO/Brand owner	25					Downloaded Guide		Guide Supply Chain Guide 2 Guide Supply Chain Guide 3 Guide to EDI	10	Yes
52													Request/Book Demo	Book	20
53														Total score	80
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55												example	Field	Value	Points awarded
56												#3	Country	NZ	5					Downloaded Guide		Guide to Inventory	5	Yes
57													Improve_Ecommerce_channel	Ecommerce	10
58													Improve_Wholesale_channel	Wholesale	20
59													Improve_EDI_required_channel	EDI customers	20
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61													Department	IT/Tech	15					Downloaded Guide		Guide to fashion	0	Yes	Set to zero as requested by Doug but placeholder remains in model
62													Request/Book Demo	Operations	15			URL	https://www.cin7.com/pricing/
63														Total score	85			URL	https://www.cin7.com/integrations/
64																	We need the Page names
65																	Pricing
66																	Integrations			Download Whitepaper		Whitepaper How to Get a Grip on InventoryClearance Whitepaper Elements of inventory planning	0	Yes	Set to zero as requested by Doug but placeholder remains in model
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68															Grading
69											Total Prospect Grade	Total Lead Score			Total demographic lead score	Total Prospect Grade
70											High value prospect	show as MQL			75 or more	A
71											High value prospect	show as MQL			50 to 74	B				Newsletter subscribed			5	Yes
72											Low value prospect	keep nurturing			25 to 49	C
73											Low value prospect	keep nurturing			0 to 24	D
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75												Put forward as MQL
76												for SBR to accepted	Require 50 points - Which could be 20 (company) 25 Demo and 5 engagement)							Price Quote Form			5	Yes
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80												Convert to SF lead if Total Score (demographic+behavioral) >= 50 and behavioral score > 0 (any point in time)
81														Company	Demography	Engagement	Company
82												High value lead	50	10	5	35	D
83												High value lead	50	30	15	5	B
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