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Lead Scoring

In today’s high-involvement, multi-touch sales cycles, businesses can not afford to be uncertain about the quality of their leads. Nor can they afford to rely on the less sophisticated, linear scoring models that merely apply a certain number of points for a pre-defined action. Marketers know that each prospect or lead is multi-faceted. The Vtrenz lead scoring model is responsive to the demands of today’s business-to-business sales cycle needs, giving marketers the confidence to know that when they route a lead to sales, it is truly qualified.

Sophistication without the complexity

The Vtrenz lead-scoring model provides the sophistication of multi-dimensional scoring in an easy-to-use and intuitive format. By providing a means to score both Explicit and Implicit activity, the Vtrenz lead-score model ensures that your company is able to score prospects on all facets deemed important by your company, making your lead qualification process highly accurate and effective.

The formula for successful lead scoring:
Total Lead Score = Explicit + Implicit Activity

Explicit Scoring

• BANT: Budget, Authority, Need, and Timeline
• Demographic: e.g. state, company size, revenue size, etc.

Implicit Scoring

• Recency: Measures how recent a prospect interacted with your company
• Frequency: Measures how many times a prospect interacted with your company
• Behavior: Allows you to apply point values towards specific interactions that your company deems as valuable (i.e., visiting a certain page on your Web site or downloading a specific white paper)

How can the Vtrenz Lead-Score model benefit you and your company?

• Database Level Scoring – provides consistent scoring across all leads
• Model Format – provides an at-a-glance, easy- to-digest view of your scoring methodology, enabling you to easily gain companywide consensus on your lead-scoring model
• Flexible – allows you to create the model that best fits your company
• Automated Activity Score Depreciation – makes sure your best leads rise to the top, while automatically lowering the scores of those leads no longer engaged
• Protects Against Score Over-Inflation or Skewing – ensures one area of scoring does not over-inflate a score or create an inaccurately high score
• Provides Sales with a View into Lead Qualification – through your CRM integration, sales is provided with lead-score detail

Once you have designed your lead scoring model, you can easily:

Manage and Segment Data
Segment your Target Audience
Create Marketing Campaigns
Automate Campaign Execution
Integrate with CRM Systems
Analyze Campaign Results

If you would like more information on Vtrenz, please complete the Contact Me Form and a Marketing Consultant will contact you soon.