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SydneyMulligan
SydneyMulligan
Level 7
July 13, 2016
Solved

Tracking scored MQLs vs Requested Contact MQLs

  • July 13, 2016
  • 1 reply
  • 3161 views

Does anyone have a good way you are tracking leads that become MQLs by reaching the scoring threshold vs. requesting sales contact? Right now we are tracking that in Salesforce based on the task subject assigned in Marketo, but there has to be a better way. Does it make sense to build a separate stage in our revenue model for Fast Track vs. MQL?

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Best answer by Grégoire_Miche2

Adding on top of Tim's

Another common way is to assign specific high score on the contact form. Anything above the threshold. Let's say 100 points if the MQL threshold is 50. Then the lead will immediately have a max number of stars and flames in MSI and be pushed to MQL by the score based MQL campaign.

We also set some clear interesting moments so that the SFDC user getting the lead immediately knows:

The lead has a very high score

The most recent interesting moment in MSI is "Filled out Contact form".

-Greg

1 reply

Tim_Langlois1
Tim_Langlois1
Level 4
July 13, 2016

HI Sydney - A common best practice would be two have two separate MQL smart campaigns - one for scoring and one for fast track. One would qualify people based on your scoring threshold , the other who would qualify people based on filling out a high value/fast track form. Both would move people into your MQL stage.

Example smart list for MQLs by score:

Example smart list for MQL by fast track:

Grégoire_Miche2
Grégoire_Miche2Accepted solution
Level 10
July 13, 2016

Adding on top of Tim's

Another common way is to assign specific high score on the contact form. Anything above the threshold. Let's say 100 points if the MQL threshold is 50. Then the lead will immediately have a max number of stars and flames in MSI and be pushed to MQL by the score based MQL campaign.

We also set some clear interesting moments so that the SFDC user getting the lead immediately knows:

The lead has a very high score

The most recent interesting moment in MSI is "Filled out Contact form".

-Greg

SydneyMulligan
SydneyMulliganAuthor
Level 7
July 13, 2016

That's a good idea!

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