{How to} Build Lead Scoring model in Dynamics 365 Customer Insights

Hello Everyone,

Today I am going to share my thoughts on how to build lead scoring model in Dynamics 365 Customer Insights.

Let’s get’s started.

To create a lead scoring model in Dynamics 365 Customer Insights, follow these steps:

1. Navigate to Outbound marketing >  Lead management > Scoring models. This will take you to a list of existing models.

2. On the command bar, select New. The New Lead Scoring Model page opens, with the Design tab shown. This designer is similar to other designers in Customer Insights – Journeys.

Here are some additional details to consider when creating lead -scoring models:

Lead -scoring prerequisites and requirements:

The Lead-scoring feature integrates various aspects of Customer Insights – Journeys, including contacts, leads, customer journeys, marketing forms, interactions and insights.

Only leads associated with parent contacts or accounts can be scored. Automatic lead scoring works for leads that have a parent contact or account associated with them.

For leads generated or updated by marketing forms configured to update both leads and contacts, the marketing form establishes the lead/contact pair.

Users can manually associate a lead with a parent contact or account using the inquiry stage of the lead to opportunity marketing sales process business process.

Scoring Interactions:

Dynamics 365 Customer Insights – Journeys calculates a score for each lead based on demographics details, firmographic details, and actions taken by the associated contacts(or for account-based leads, contacts belonging to the associated account).

Score interactions include opening an email, submitting a landing page, visiting your website or attending an event.

Each scoring model includes a sales-ready threshold. when a lead’s score passes this threshold, it gets marked as sales ready, triggering other events within Dynamics 365, such as advancing the lead through its business process or alerting tele prospectors or salespeople.

That’s it for today.

I hope this helps.

Malla Reddy Gurram(@UK365GUY)

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