Score leads with your own model

Weighted rules or a model trained on your converted and lost leads, grades A to D, and automatic qualification and routing.

A lead scoring model decides the score every lead gets. A rules model adds the points you set for what a lead is (industry, size, country, title, source) and what it has done (activities, emails, meetings, opens, web visits, decayed by age). A logistic model learns the weights from your own converted and lost leads.

1. CRM > Lead Scoring > Lead Scoring Models > New. Choose rules or logistic and set the grade boundaries and thresholds.
2. For a rules model, add lines under Lead Scoring Rules. For a logistic model, press Train and read the holdout AUC it reports.
3. Press Activate. Only one model is active at a time.
4. Press Rescore all to apply it to the leads already open. From then on a lead is rescored when it is saved or an activity is logged against it.

• Why this score on a lead shows each factor and what it added, and the lead's score history.
• Over the qualify threshold a new lead becomes qualified automatically, where the model says so.
• Over the route threshold a lead is handed to the named person, with a follow-up task.
• With no model active, Score works exactly as it always has.