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Simple Questions About Scoring Models

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We're beginning to implement lead scoring and I have a few questions about how the scoring models work in Dynamics.

1) Do multiple scoring models roll up into one overall score? So if lead A has a score of 50 in model 1 and a score of 25 in model 2, will they have a cumulative score of 75? This would be more in relation to creating segments based on lead scores. For example, creating a dynamic segment of contacts with scores of 75 or higher.

2) It appears scoring models cannot be edited once published? We plan to score contacts that engage with content via form submissions. However, because the scoring models cannot change but we'll continue to come out with multiple pieces of content, would the only way for the scoring model to continue to score new content be:

A. Use form submissions as the condition

B. Use form name contains...

C. Include a word or value in every form name that I'd want included in the scoring model.

3) If multiple conditions are placed in one scoring model, is there any way to see a breakdown of the particular conditions a contact has been scored for, or even to see these conditions for multiple contacts at once, like a list view?

The concern is having multiple pieces of content in one scoring model, but only seeing the overall score for contacts rather than the specifics of how the contact was scored.

4) I've attempted to create a view of leads based on scoring, but the view currently shows no leads. My leads are associated with Contacts and I can see the scores on the individual lead level, but nothing when looking at the custom view. Is there something I've done wrong here?

Thanks as always!

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Community Member on at

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RE: Simple Questions About Scoring Models

The link works now. If you still haven't been able to get to it. Here it is:

We know how to create segments. And we know how to use lead scoring models. But did you know you can now use that lead score as a criterion for your segments.

You would need

Demographic segment

Lead scoring model

A tiny bit of config to sync the Lead Score entity with customer insights services.

Demographic segment and lead scoring

We have already covered how to create segments here. Lead scoring we will cover in some more detail in one of the next blogs, but the Microsoft documentation around it is pretty good, so if you want to know more, head here. The only thing to say here is that the first time I used this feature, a behavioural segment felt like the right segment type choice. But it wasn’t. You need a demographic one.

Config

Before you can select Lead score in your segment criteria, you would need to sync the Lead Score entity with customer insights services.

In D365 > Settings > Marketing Data Configuration > Scroll until you see Lead Score in the list > Check the checkbox > Scroll back up > Click Save in the top right corner.

Note

Depending on how much data you have in the system, you might need to wait a bit before the sync is complete and before you can use this entity in segmentation.

And that’s it. Now we are about 5 clicks away from our segment based on lead score.

Click Segments > New > Demographic and configure it as per the screenshot below. You can change the lead score threshold to be a number that makes sense in your own scenario.

Gotcha

Parent Contact for Lead is a relationship between the Lead and the Contact entity. To see it in the list, you need to, click New > New Related Entity and then it will show in the dropdown.

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RisaNaka on at

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RE: Simple Questions About Scoring Models

Hi Burly,

Apologies for the dead link; I've updated the original reply and included the link here: Lead Scores and Segments.

Thanks for the additional details; in this case, you should be able to stop/edit/re-start the models and add the forms to the model as you add them in the future.

Thanks for the additional details; in this case, yes, we recommend using multiple scoring models as we don't provide a breakdown.

To query for leads based on scoring, please look for "Lead scores" rather than "Leads":

D365 Marketing enables you to automatically mark and promote leads to the Sales acceptance stage of the Lead-to-opportunity marketing sales process business process when they reach a sales-ready score according to a relevant scoring model. If a lead reaches the Sales Ready Score in one scoring model but not in another, it will still be promoted.

To view the business process flows:

Go to Settings area.

Under Marketing settings > Advanced settings > Customization, select Business process flows.

Hope this helps!

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Community Member on at

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RE: Simple Questions About Scoring Models

1. Could you share that blog again? The link you provided leads to a dead page.

2. The question concerns scoring leads based on if they fill out specific content forms (such as forms to download ebooks, webinars, etc.). We have multiple forms now and will add more in the future.

3. We're using multiple scoring models to track content engagement and/or email engagement. One scoring model to see how much leads are downloading and engaging with content and one to see how much they are engaging with our email communications. If it's just one scoring model that incorporates both of those, there's no way to see the breakdown.

4. I believe if you click on the image it will expand to a higher resolution version.

5. Concerning multiple scoring models. How exactly does the "sales ready score" function? If a lead reaches the sales ready score in one scoring model but not in the other, will it still alert sales? I'm interesting in learning more about that.

Thanks!

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RisaNaka on at

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RE: Simple Questions About Scoring Models

Hi Burly,

The multiple scoring models do not roll up into one overall score. There's a great blog post on how to create segments based on individual lead scores.

Can you elaborate more with regards to the Form Submissions scenario? Are you looking to increase/decrease scores based on how often a customer submits forms, or are you looking to update the score for only specific types of forms?

Scoring models can be edited once published by stopping the model, editing it, and then going live again with the model (the scores will be re-calculated once the model goes live):

To stop a live scoring model, select Stop.

The model's Status reason will update to Stopping. Once the Status reason updates to Draft, you can edit the model:

After you've edited the model, select Go Live to re-start the model:

Today, there isn't way to see a breakdown of how each condition was calculated in a lead scoring model that has multiple conditions. Can you elaborate more on how you're using lead scoring models with multiple conditions today?

Unfortunately, the image is blurry; can you upload a higher resolution?

Thanks,

Risa

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