The threshold was set at 49 and leads who reached this threshold The payoff became assigned to a sales user when: As a result of the robust ‘Remote Services’ automated campaign, Prospects score 49 or higher, are not already assigned and nor MarCloud Consulting generated the following for Kirkpatrick Price: have they been a member of the Remote Service Campaign Suppression list. • An email open rate of 26%. • 36 marketing-qualified ‘Opportunities’, meaning that the prospects Additionally, this automation rule will also create a Salesforce Task had met our scoring threshold, or submitted the ‘Remote Services’ when the match is ‘Prospect has met threshold - please get in touch’. form on the website and had reached the Sales team. • Two long-term contracts. Then, we took it a few steps further and included: • $78,000 USD in revenue. Scoring degradation: We also transformed the Kirkpatrick Price lead handover approach • Automation rule (if not interacted in 1 year and over - reset by setting up automated Salesforce Tasks, which went directly to score to 0) - this actually matched 14,000 prospects. the sales reps when a lead was deemed warm enough and notified • Prospect score >0 & Grade = 0 & Grade = >B & Prospect is inactive for 6 months score will be reduced by 20 points each time they are inactive for that period of time. Needless to say, the client was very happy! Scoring categories: • Based on the Kirkpatrick Price website structure. All of the above was designed to make it immediately visible to the client how many of their database were actively engaged and high priority. It automated the lead assignment process too. 30 marcloudconsulting.com