Lead scoring for 100s of products

[BBen]

What is the best way to create lead scoring for 100s of products?

I'm creating lead scoring for many different software products and want to base the score on landing page views, marketing email opens/clicks and lists that contain information about which contacts have signed up to webinars and/or events.

The problem is that when creating properties for those activities, I'll have to use contact properties to track the activities. I only have 5 score properties for contact objects and even though I would sign up to the next account tier I would only have 25 score properties for contact objects.

Even if I create a custom property, I would want to use the object type contact to track page views and email clicks. Is there a way to do this by using the company object? And if so, how would I know which contacts are associated with that activity?

[trevordjones · Accepted solution]

Hi @BBen ,

If you use workflows to compile your scoring, any old custom property will do.  For example:

Enrollment Criteria: Page View Contains "product-name"

Action: Increase Property Value "Product Name Score" by X.

It might take you a handful of workflows for each product score, but it could be done.  I think keeping the naming conventions on your marketing assets consistent (ie always having the product name in the slug) will help a lot with streamlining the work.

With respect to your quesiton about using the Company objects.  Companies don't visit web pages, people do, so this has to start with the contact.  However, you could use the Contact workflow described above to increase or decrease the value of a custom property on the Company Record of the associated Company instead of the contact. 

[trevordjones · Accepted solution]

Hi @BBen ,

If you use workflows to compile your scoring, any old custom property will do.  For example:

Enrollment Criteria: Page View Contains "product-name"

Action: Increase Property Value "Product Name Score" by X.

It might take you a handful of workflows for each product score, but it could be done.  I think keeping the naming conventions on your marketing assets consistent (ie always having the product name in the slug) will help a lot with streamlining the work.

With respect to your quesiton about using the Company objects.  Companies don't visit web pages, people do, so this has to start with the contact.  However, you could use the Contact workflow described above to increase or decrease the value of a custom property on the Company Record of the associated Company instead of the contact. 

[BBen]

Hi Trevor

Thanks for your response - almost there.

Enrollment Criteria: Page View Contains "product-name" - understood, makes sense. 

Action: Increase Property Value "Product Name Score" by X - Please can you elaborate on this and walk me through the steps to create the custom property?

It looks like I can't assign a values to field type: score because those are read-only properties with values automatically set by Hubspot. So values I can write would have to be field type: number. How would I build a score using a score property with this workflow method? Would I use a number property instead and how does that work in terms of building the subsequent workflows to sort leads?

[trevordjones · Accepted solution]

Hi @BBen ,

The property's data type can just be "number."  ie. a numeric property, probably with zero decimal places. 

To create the worfklow action, find this action, and choose it.

Then, set the values like so (Imagine my "Number of Locations" is your "Product Score."

That should be all it takes.

Definitely be sure that re-enrollment is turned on for your triggers so the score increases every time a page with your product name is viewed (or an email with your product name is opened.)