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Examples of lead scoring models - Clearbit
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Heap's scoring is more advanced now, but let's look at an example of something they did in their early days for illustrative purposes. Heap enriched leads in Salesforce, where a simple model qualified companies using two firmographic fit points: employee count and industry. Then, it bucketed companies into Low, Medium, and High priority. “For routing, they used Salesforce rules to send companies to the right sales team tier based on employee count: SMB (fewer than 100), mid-market (100-499), or enterprise (500 and up).” This B2B SaaS communications company uses a point-based lead score that drops prospects into A/B/C/F buckets. It's calculated in Salesforce. They award 1-5 points for firmographic attributes such as industry, country, and technology used. A lead's Clearbit tech tags tell them whether the lead is using their competition and technologies that integrate well with Mystery Customer's tool.