Custom Scores allow you to create scoring formulas to arrive at your own custom definition of “hot” prospects. Custom Scores are based on both standard fields and user-defined (custom) fields.
You can develop up to four different Custom Scores, each based on up to five criteria. All of the criteria in a Custom Score should add up to 100%, with each criterion contributing some amount to the overall percentage.
To create a Custom Score for your account:
- Go to Settings > Prospect Settings > Prospect Scores > Custom Score.
- Click Add Score. In the Add Score dialog box, provide a name for your Custom Score, and click Save when finished.
- Once your Custom Score has been saved, you can add a Rule by clicking on the Plus icon to the right of your Custom Score name.
- Within the Custom Score dialog box, configure the following:
Rule Name: Provide a name for the rule. This is only used for your own internal record keeping.
Criteria: Click Add Condition to choose the criteria for your rule from the available options provided, then click OK when finished.
Value: The point value is set to 100 to start. Keep it exactly as is. Click OK when finished.
- If desired, click on the Plus icon to the right of the same Custom Score name to add additional criteria rules. Note: The values for all criteria must total 100 -- if needed, users may have to adjust the existing values, so that the Total Score adds up to 100.
For example, let's suppose you created a Custom Score called "Qualified Lead". For this Custom Score, you added a Rule Name called "Job Function" and the criteria for this rule was that the prospect's "Title does contain "COO", "CEO", or "President".
Then, you added another Rule Name and called it "Visited from Email" which has a criteria looking for "Any Email Sent, Response status is Visited".
Because there are now two Rule Names, the Total Score between the two rules must equal 100, so you assign a value of 60 to the "Visited from Email" rule and adjust the "Job Function" rule so that it is now 40 instead of 100.
Let's say that your prospect, John Doe, is the CEO at XYZ Company, but he did not visit/click from any emails that you sent. As a result, his "Qualified Lead" Custom Score would appear as 40 within his prospect record and on any alerts sent in which the Custom Score is included.