Lead Scoring - How to Report on the Delta between Initial Score and furthered Score

[kjaniszewski]

I'm trying to see if HubSpot has found a way to further mass visibility of a contact's initial lead score (manual, not predictive) vs. their score as it increases in score/value.

I know you can see this one off in a contact's profile, but I need to see how I can make this mass actionable for my sales team.

Thanks for any thoughts!

Katie

[AlexArtiga]

I hope HubSpot can create a report/dashboard with this functionality soon.

[MFrankJohnson]

Sorry @kjaniszewski, I don't understand. Are you asking if there's a way for you (your team) to be notified when a manual lead score increases in value over time?

If so, we can work around HubSpot's limitation by first clearly defining our Manual Lead Score criteria then building around 'trigger points' -- i.e., points at which you want your contact owner's to be notified.

Example:

Trigger Point - We want the contact owner to be notified if/when an MQL's manual lead score exceeds 50.

-1- Build a smart list that adds MQL's with a score >50

-2- Build a workflow triggered on smart list members

-3- Have workflow auto-build/assign tasks for new members

Solved!

Furthermore, in a tiered manual lead flow environment, we'd build a 2nd set of smart lists and workflows to put us on 'high alert' for when the lead score increases to say, >=65. 'High alert' in our world means push an SMS message with the task build.

We've had other lead scoring discussions that you may find helpful.

- see Lead Scoring

[kjaniszewski]

Thanks for the response and assistance Frank, but that's not quite what I'm looking to achieve.

Instead of saying if an MQL hits 50 points, then put in a list, trigger workflow, etc. notify our team - we can do all that, I'm trying to see how many points an MQL jumped... and, ideally, in a specific time frame.  So I'd like to see (from a mass perspective), MQLs that jumped by say 25 points, in the last month.  Any thoughts?

With thanks,

Katie

[MFrankJohnson · Accepted solution]

I do have thoughts @kjaniszewski, but none are elegant and all require CRM customization.

We could build a bunch of custom contact properties, say 'Score-01' through 'Score-12' in which we store the monthly manual lead score. And a bunch more custom contact properties, say 'Score-02-Diff' through 'Score-12-Diff' in which we store the monthly difference between this month and the previous month's manual lead score as a positive or negative number.

We could then build out a date-centric workflow to manage updates for the next 12 months and use a cloud-based integration tool (e.g., Zapier) to auto update the Score-##-Diff properties as time passes and they become relevant.

Once we have these pieces in place, reporting and alerts becomes possible. Still limited, but at least it's possible to see how mass contacts' manual lead scores have either evolved or de-evoled over time.

Finally, once we have these custom contact properties, we can use a cloud-based dashboard reporting tool (e.g., Databox) to graphically illustrate the date elements over time. Databox also has its own built-in alerts.

A lot of custom contact properties to have hanging around. I mean, no more than some big integrations (e.g., ecommerce), but hey ... it works, so we're ok making the recommendation.

[kjaniszewski]

Thanks so much for the quick and detailed response, Frank!  

More than I think we're looking to commit to this project at this point, but great to understand a solution, and what's entailed to getting it.

Many thanks,

Katie