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Understanding contacts and leads + scoring

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Posted on by Microsoft Employee

Hi,

I am relatively new with this marketing tool and would like to understand better how marketing is done to leads and contacts. Marketing activities cannot be done to leads, right? Scoring is not done on contacts? How does the data flow between contacts and leads then? If we gather data on a lead, does that show on the contact associated with that lead? 

Example:

A person fills out a form to download a whitepaper. That form fill will give the person +5 points according to our scoring model. That same person will then visit our main webpage and gets +1 point. Lucky us, the person also wants to subscribe to our newsletter and gets additional +5 points. 

Where is this data shown? On a lead or on a contact? What if the person fills another form, does that create a new lead or does it add points to the existing one?

Another question: we want to have the scoring model in place but at this stage do not want the sales qualified leads to go to sales. Marketing wants to pre-screen those before deciding whether those actually are good leads for sales. How is this done?

I have tried to search for a data flow process description (a picture preferably) from the documentation but have not been able to locate one. Can you help?

Thanks in advance,

Tuija

  • Suggested answer
    Abhinav Sunku Profile Picture
    Abhinav Sunku 350 on at
    RE: Understanding contacts and leads + scoring

    Hi Tuija Sihvo,

    Marketing will be done to contacts and score will be given to lead, interactions(data) will be shown both at lead level and contact level in respective insights.

    Lead and contact will be associated with each other, the Score data is Shown on Contact under Lead Management->Leads->Select All leads-> Select the contact, and you can find the data as shown in the image below.

    grade.PNG

    Also You can Pre-Screen the Sales Qualified leads by defining "Sales ready score" under Grades while Designing the Model.

    grade.PNG

    Hope this helps.

    Best Regards,

    Abhinav sunku.

    If this answered your question, please mark as Verified!

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