More than traditional lead scoring, the ROI Lead Scoring solution tracks both prospects and customers throughout the lifecycle.  ROI tracks two dimensions, profile and engagement.  Profiles indicate how closely a prospect or customer matches your “ideal” profile; Engagement indicates their level of commitment.  As a result, you always know at a glance who in each of your target audience segments is moving forward in the relationship and who isn’t.

With leads, ROI Lead Scoring enables you to send quality leads to the sales team.  You configure the weights and values for each type of tactic and response statuses.  When leads reach your pre-defined scoring thresholds, ROI triggers actions such as passing leads to sales, moving a lead into a new campaign track, or advancing a lead to a new customer lifecycle stage.

Once a prospect becomes a customer, ROI Lead Scoring continues tracking customer engagement with up-sell and cross-sell campaigns, customer support cases, net promoter surveys, and advocacy behavior.  Combine engagement with customer profiles to segment customers according to their value and lifecycle velocity.  As a result, you can match relevant messages, offers, and promotions with each customer segment.  And that means you’ll optimize your marketing effectiveness.

Key capabilities of the ROI Lead Scoring solution include:

• Track prospect and customer engagement.  Trigger actions based on your defined thresholds, such as converting leads to the sales team or starting a new campaign track.
• Focus marketing efforts on your target audience profile “sweet-spot.”
• Share engagement scores via your CRM system with the sales, service, and support teams.  Automate sales-ready lead conversion.
• Align marketing and sales with a consistent engagement and profile scoring methodology.
• Configure lead scoring values for each tactic type and response status.
• Balance lead scoring weights between tactic types to give high-value engagement proper credit
• Configure customer scoring values for each type of engagement, i.e. purchase history, product usage rates, net promoter scores, and others