Testing and modifying We’ve iterated a few times in this handbook that both grading and What’s the best way to make changes without messing scoring aren’t set-and-forget, particularly scoring. anything up? Our gut instinct when we begin using custom models might not be Changes to grading and scoring update retrospectively. accurate and if left unattended we could see prospects entering Engagement Studio programs they aren’t truly interested in, or Therefore, we should only be making changes when we’re confident receiving phone calls when they shouldn’t be. that: To avoid wasting anyone’s time, alienating prospects and frustrating a) They are appropriate and necessary to improve performance. the sales team, we recommend reviewing your grading and scoring b) We understand how recalculated scores will affect our prospects set up monthly and running a full Pardot audit at least quarterly. i.e. Will their scores generally increase or decrease? Will this trigger any Automation Rules that may assign leads, admit Here’s an example of how and why scoring might need to be prospects into Engagement Studio programs or other actions? changed: Again, revisit your written plan for both custom models and your lead assignment set up first and foremost. Update this to include your proposed changes and then write down what you expect to happen as a result. When updating a Grading model, the first thing to do is reset everyone’s grades. Otherwise, you’ll be left with old data. Only once the existing grades are reset, then you can apply the new grading approach. The reason it needs to be done in this way is because we have to use Automation Rules to manage the grade increase or decrease. So simply applying a new Grading system could get messy. As we’ve mentioned, for Scoring model updates, audit the account first so you’re fully aware of Automation Rules and any triggered consequences. marcloudconsulting.com 25