Lead scoring - Normalize Lead score if a Lead reaches very high score

SOLVE
Gopinath
Participant

Hi, 

How do we normalize Lead score if a Lead reaches a very high score.

Let me give the background. We use Lead scores for converting a Lead to MQL.

 

Positive scores are assigned for web activity, form fills and email interaction. A workflow changes the Lead status (from Prospect or Renurture) to MQL if their score goes above the threshold 50.

 

There is a negative score (-65) assigned when a Lead status is marked to Renurture by Sales so that they fall well below the threshold value. The renurture leads can then accumulate more positive scores over a period of time before they get MQL'd again.

 

 The problem arises when some Leads have very high positive scores (Above 120). Even after assigning them to renurture (subtracting the negative score of -65) they end up above the threshold of 50 and the workflow pushes them back to MQL status again. 

It would be helpful if we can normalize/subtract additional scores for Renurture contacts with very high scores but in Hubspot you cant assign scores directly. 

Has anyone faced a similar situation and if so, can you help me with the best solution to tackle this problem. 

PS: Increasing or decreasing the threshold scores will not work as it will impact the regular leads (major chunk) who are flowing through correctly.

 

TIA

1 Accepted solution

Accepted Solutions
Gopinath
Solution
Participant

Hi @jennysowyrda ,

 

Thanks for your response. The If/then branch solution doesn't work as it will also impact contacts with normal scores.

With some inputs from Hubspot support, this is what we finally built.

1. Create another property that saves the highest score / range of score of a Contact.

Eg: 50 - 100, 100 - 150, 150 - 200

 

2. If the Lead status is marked to Renurture and their highest score is way above the threshold, equivalent negative points are subtracted from Hubspot score so that they fall below the threshold value.

Eg: If threshold to become MQL is 50 and the high score range is 150 - 200 subtract a score of 150 instead of the regular 65.

 

This way only the contacts that have very high score are normalized.

View solution in original post

2 Replies 2
jennysowyrda
Community Manager

Hi @Gopinath,

 

What lifecycle stage do you want them to be put into? Or do you not want them to change their lifecycle stage at all? Would you be able to add an if/then branch to say if the lead has a score above 50 and their lifecycle stage is equal to x,y,z ... then make them an MQL, or if their score is above 50 and their lifecycle stage is equal to a,b,c ... then don't make them an MQL. 

 

If that does not speak to what you are looking to accomplish can you share more about your end goals, where the roadblock is, and how we can assist?

 

Thanks,
Jenny

0 Upvotes
Gopinath
Solution
Participant

Hi @jennysowyrda ,

 

Thanks for your response. The If/then branch solution doesn't work as it will also impact contacts with normal scores.

With some inputs from Hubspot support, this is what we finally built.

1. Create another property that saves the highest score / range of score of a Contact.

Eg: 50 - 100, 100 - 150, 150 - 200

 

2. If the Lead status is marked to Renurture and their highest score is way above the threshold, equivalent negative points are subtracted from Hubspot score so that they fall below the threshold value.

Eg: If threshold to become MQL is 50 and the high score range is 150 - 200 subtract a score of 150 instead of the regular 65.

 

This way only the contacts that have very high score are normalized.

View solution in original post