Users of our PowerScore PowerPack Add-on already know how valuable the solution is in helping to qualify Contacts and Leads by scoring them based on CRM-tracked behaviors. Sometimes, however, users need to score a record based on an aspect that is not listed in a PowerScore rule. In today's blog, we'll cover a simple way to create custom scores in PowerScore to help you track records via a workflow. Let's begin!
For today's example, we want to award a score to each Contact based on their Opportunity budget amount. We want to apply a score of 1 to each Contact that has a budget amount of $5,000 or less and a score of 2 for a budget amount of $5,000-$10,000.
Step 1: Create a workflow for the Opportunity that will run when the record is created and on the change of the Budget Amount field.
Step 2: Add a Check Condition to check if the Budget Amount is less than or equal to $5,000.
Step 3: Now we need to add a step to create, and set the required fields and Regarding Contact for, the PowerScore record.
Step 4: Repeat the condition checks for each Budget range you want to score.
Step 5: Now that you have all of your steps added and rules configured, you are ready to put your workflow into action. Click Save and then Activate your workflow.
The Results: Now that you have your PowerScore workflow created, any time a budget amount is added or updated, the Contact will be scored. To view your scores, navigate to PowerPack > PowerScores and view your scores!
PowerScore users need to update to the latest version of PowerScore first. Not using PowerScore but want to give it a try? Download PowerScore today and start your free 30 day trial!
Win the Real-time Marketing Game with CRM
Good ideas don't always come with a ton of lead time. For marketers, that can mean changing tactics and shifting gears quickly. Here's a quick example of how that can happen with the right tools and Dynamics CRM.
When the PowerObjects team was participating in a recent CRMUG event, the idea bubbled up to use CRM and PowerPack add-ons to showcase a marketing game to demonstrate lead nurturing and demand generation. After all, what better way to connect with a CRM audience than to use Dynamics CRM to engage and entertain?
With the technology in place, it was time to build the game itself.
In order to win fabulous prizes (sweatshirts, t-shirts, and other goodies) participants had to score. And how did they score? Well, that part was easy.
During CEO Dean Jones' keynote speech at this CRMUG event, the audience had the chance to send a text to the number presented.
This got the game started, and those that entered then could rack up points by taking some simple steps:
Visit a certain webpage (tracked via PowerWebTraffic)? Points!
Respond to a Tweet with a certain hashtag (that had been pre-scheduled via PowerSocial)? Points!
Open and click through an email (Autoresponder generated and tracked via PowerEmail)? You guessed it, Points!
Stay on a web page for over 2 minutes, respond to a text, fill out a web form? Points, points and more points!
The scoring rules of the game were all set up with PowerScore in CRM:
You get the idea, right? All these different interactions were configured, triggered and measured using CRM and PowerPack add-ons, in real time. Each interaction could trigger a score change, another piece of communication, or both using workflows:
It was all about providing the steps and directions to the players on their smartphones. And it didn't take weeks or months and huge investments to pull it off—this approach used the CRM technology already at hand.
Over 85,000 PowerPack subscribers are using these kinds of techniques to build out marketing strategies that are scalable and measureable, since the interactions leads and contacts are having on social media, web pages, web forms, text messages and emails are all captured as leads are converted and opportunities are won. When you come up with your next big bright marketing idea—keep the PowerPack add-ons in mind for a simple and cost-effective way to make it happen.
We all know the world is changing. Here at PowerObjects, that has become more evident than ever with our latest client… Santa Claus! Even jolly ol' Saint Nick has started to leverage technology to keep up with the ever-changing demands of our world. Over the last several months, PowerObjects has helped Santa Claus use Microsoft Dynamics CRM and PowerPack add-ons to streamline his tasks, optimize his time, and identify who falls on the BB&G (bad boys and girls) list, all while helping him deliver billions of toys in just one night!
By leveraging Microsoft Dynamics CRM and PowerScore, Santa Claus can now quickly capture and identify the good children while filtering out the naughty children. By setting up rules in CRM to increase children's scores based on good behaviors—and decrease scores for those acting not-so-nice—Santa can easily build his BB&G list.
On top of scoring children's behaviors, PowerScore allows Santa Claus to age the children's scores. A kid's score from last year should not affect which list they make it on this year. Pretty slick process to automate and identify the BB&G list, if you ask me!
Santa Claus didn't stop there. We also helped him set up a Microsoft Dynamics CRM workflow to notify the children that are on the BB&G list. A newsletter went out to all of the naughty children, full of tips and tricks on how to get off the naughty list. By leveraging CRM workflows and PowerMailChimp, Santa Claus is able to nurture the naughty kids into good kids. And this is all through a fully automated process!
As I am sure you can imagine, Santa Claus' website is busier than ever this time of year, and the North Pole Elves are carefully monitoring the website activity with PowerWebTraffic. Elves can tell which kids have been on the site and what they are most interested in. This also gives the Elves better insight into what toys are in high demand this holiday season. Currently the Xbox One is very popular! (I know I'm hoping for one…)
Of course, children request millions of toys every day, and a kid's mind is never made up. While Santa often responds to these requests in person during the months of November and December, the demand can become overwhelming at times. So PowerObjects helped Santa set up a PowerWebForm which allows children to log present requests online when Santa's demand is too high for a mall visit. Children simply need to jump onto the North Pole website and fill out the Santa Claus present request form, with their new or updated requests. The web form is then submitted back into the North Pole's CRM system and updates the child's key information and present requests. This has been a huge time saver for Santa Claus as well as his Elves.
This Christmas Eve will be the first year Santa Claus will be able to leverage geo-coded addresses. This is done by using PowerMap add-on, which finds the addresses of each child's record and plots them on a map. Santa Claus will be able to see all of the kids' geospatial locations on a Bing Map, while plotting out his many different CRM lists with different colored pins. Looking at the BB&G list on a heat map is very telling!
Also, in case of a winter storm, PowerMap will equip Santa with directions from location to location.
PowerObjects, Microsoft Dynamics CRM, and the PowerPack add-ons have allowed Santa Claus to be more efficient this year. One thing is for sure as we get closer to December 25th: Santa Claus is segmenting his list and checking it only once!
Score Contacts & Leads in Dynamics CRM Based on Their Behavior
How nice would it be if you could determine how much someone has interacted with your company, simply by looking at a number on their record within Microsoft Dynamics CRM? Well, with PowerScore you can! PowerScore is a brand new PowerPack add-on developed by PowerObjects that lets you score CRM leads and contacts based on that person's behavior. It's as easy as:
Import the PowerScore add-on and register for a free 30 day trial.
Set up scoring rules. Examples include:
If a lead or contact fills out a form on my web page, give them 10 points
If someone clicks on a specific link in a bulk email, give them 5 points
If a lead visits more than five pages on my website in one session, give them 15 points
Sit back and watch the customers and prospects who have had the most interaction with you rise to the top of the list!
With PowerScore, you can see each exact score-able behavior someone exhibited, as well as a sum of their total score.
What about age--how does that affect scores? Some CRM scoring tools will continue to let the score accumulate, even if that person hasn't exhibited any score-able behavior in months, or even years. Well, not PowerScore. This unique tool lets you decide how you would like to age your scores. Are scores only good for one month? Six months? It's up to you! PowerScore makes sure to keep the scores fresh and relevant for each lead and contact in your system.
PowerScore is very easy to use and highly effective add-on. Plus, if you are subscribed to two or more of our other awesome PowerPack add-ons*, you get PowerScore for free! Want to give PowerScore a try for yourself? Navigate to the PowerScore web page to get your free 30 day trial.
*add-ons counted include PowerMailChimp, PowerEmail, PowerSurvey, PowerWebForm, PowerShare
Create a Dynamic Marketing List Based on PowerScore Rules
Did you know that you can use Dynamic marketing lists to pool together contacts or leads that have reached a certain marketing score threshold?
This is a great practice for the native Microsoft Dynamics 365 marketing capabilities and the PowerObjects PowerPack, PowerScore. It is especially useful if you want to segment your contact and lead databases based on the way they interact with your websites, emails, or inquiries. It also ensures that you have a fresh list of contacts and leads who already fit the audience of your marketing initiative.
There are countless scenarios in which Dynamics 365 and PowerScore can work to your marketing advantage. In this scenario, we'll set up a PowerScore Rule then create a Campaign and Dynamic Marketing List. When a contact or lead meets the PowerScore Rule and the Dynamic Marketing List criteria, the contact will appear in the Dynamic Marketing List.
1. If you don't already have PowerScore installed, you can find the Solution, Installation Guide, and User Guide here.
2. Set up your PowerScore Rules following the User Guide. (You can find the User Guide on the link above).
3. Create a Dynamic Marketing List: Navigate to Marketing > Marketing Lists > New in Dynamics 365 to create a new Marketing List. Make sure you set the List Type to Dynamic and Target At to either a Lead or a Contact.
4. In the Members subgrid, click the + button. This is where you'll set the criteria for your Dynamic Marketing List. In the Select drop-down, choose Score (This is the field that is calculated and populated when a PowerScore Rule is met. Adjust the Equals dropdown to Is Greater Than or Equal To. Then, enter the enter the threshold score - we're using 30 in this example).
5. Click User Query.
6. If you currently have contacts that meet the PowerScore criteria you will see them in the Members subgrid. If not, you will see members added to the list as they meet the PowerScore criteria.
7. You can manually test this by using a sample contact, ensuring that the contact meets the PowerScore Rules, then the Dynamic Marketing List criteria.
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Happy Dynamics 365'ing!
4 Steps to Properly Score Your Website Leads
If you're lucky enough to have so many leads you don't know where to focus your attention, then lead scoring is for you. In a nutshell, lead scoring allows you to assign points to leads based on certain criteria, allowing you to focus your efforts on leads that have higher scores.
So how do you come up with a system for scoring leads? First let's brush up on our sales funnel basics, then we'll dig in.
If you visualize the sales funnel, it basically represents a state of sales-readiness for all your leads. At the top of the funnel, you'll tend to have a big pool of "cool" leads that have done something to indicate their interest in your product/service, but are not really close to buying. Towards the middle of the funnel are "warm" leads that have shown an ongoing interest in your product/service, but still aren't quite there. And at the bottom of the funnel, you've got leads that are "marketing qualified leads"—aka "sales-ready"—aka hot, hot, hot and ripe for the taking!
Your goal is to focus your time and energy on those hot, marketing-qualified leads, and not waste your time on the leads at the top of the funnel. That's where lead scoring comes in!
Many customer relationship management (CRM) systems have lead scoring capabilities or add-ins. For instance, PowerObjects uses the PowerPack add-on PowerScore to automatically dole out points to leads based on a wide range of criteria. You may have a different system. No matter what technology you are working with, the basic steps you take to determine how to score your leads should be pretty standard.
Step 1: Figure out what your goal is.
For most sales-type organizations/departments, the goals tend to be straight forward. Your main goal could be to identify which leads are "hot" by analyzing their behavior and/or characteristics to determine which are most likely to buy within a certain timeframe. For some organizations, the goal may be to sort out the leads who are most likely to be open to a phone discussion with a sales rep. For others, it may be just filling out a form on a website. The goal will be unique to every organization.
Step 2: Designate a score you want your leads to get to.
Step 3: Determine your scoring criteria based on lead behavior.
Step 3. Determine your scoring criteria based on lead behavior.
Scoring can be based on set characteristics of a leads, such as how big the lead's organization is, whether they are in a target demographic, if they fit a certain geographic region, or have a history with your business.
Scoring can also be based on the leads behavior, so think about the types behavior that indicate positive action in your leads. These are some things you can use to give leads scores through the PowerScore add-on:
Opening a page on your website
Opening an email you sent
Clicking on a link in an email you sent
Filling out a web form
Filling out a survey
Lowering lead score through activity or inactivity
Step 4: Profit!
Kidding (sort of). But really, once you've put in place the scoring rules, these "hot" leads that have made it to your goal score should, in theory, be the most valuable, and reward you with a higher close rate and/or a faster time to close.
Further Reading: Using Nurture Campaigns to Coax Your Leads Down the Funnel
Okay, so you know the goal—getting those leads to "sales-ready"—and you know what behaviors you want to score your leads on. Next you'll want to think about ways to help your leads down the funnel. That's where nurture campaigns come in! Check out our blog on how to develop compelling content that nurtures your leads and gets them to the bottom of the funnel!