Adjusting lead score based on recency of actions

[jaredelder]

We want to assign lead scores to certain prospects based on the recency of their activity.  Obviously someone having downloaded three ebooks in the last 90 days is worthy of a higher score than someone who downloaded three ebooks several months ago and haven't been engaged since.  We are going to write rules like: 

If a prospect downloads an ebook in the last 90 days, give them 5 points.   This is great as we are rewarding a higher score to prospects who have been more active more recently.

The problem with the example above is, if prospect A downloads three ebooks in the last 90 days, he will receive 15 points toward his lead score.  But if he doesn’t do anything for the next 6 months, he will still hold those 15 points, even though his action was now much past the 90 day point when he originally received them.  

What we want to do is somehow decrease their lead score based on time that has gone by since the actions which they originally earned 'points' from. 

Does Hubspot offer any recommendations on how to handle this? Basically subtract points from them based on time of being inactive?  Hope this makes sense

[Phil_Vallender · Accepted solution]

Hi @jaredelder

Some of the key behavioural lead scoring properties include the option to refine by date. Here you can specify a rolling time window that will remove the points if the contact is outside this. Here's an example:

Hope this helps.

[jaredelder]

Hi @Phil_Vallender, 

Thanks so much for your reply! 

I saw that you can build these into the positive lead scores, what wasn't clear was that once the point allocation fell outside the window, that those points would then be removed from the score.

So what you're saying is as long as we assign rolling lead dates to the lead score property, once the behavior falls outside of those dates, the score is reduced? 

Thanks! 

[hmontgomery]

"So what you're saying is as long as we assign rolling lead dates to the lead score property, once the behavior falls outside of those dates, the score is reduced? "

Did HS ever confirm this?