Lead Scoring in for Marketplaces

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This workflow tests the level of fit between your ideal customer and a contact email address. If you want to assign points based on prospect behavior, please check out our intent scoring integration.

The lead scoring model from Summit, when integrated with, provides an advanced solution for assessing potential leads against a business's Ideal Customer Profile (ICP). This integration harnesses the analytical capabilities of Summit's model with the rich customer data and segmentation features of Here's an overview of how this combination works and the methodology it employs:

Defining your ICP for a Multi-Sided Marketplace

For online marketplaces, an ICP could range widely depending on the niche. For instance, a marketplace for handmade goods might target middle-aged, creative professionals with an interest in arts and crafts. Lead scoring with Summit and Clearbit would involve matching leads with these specific demographic and interest-based criteria. Additionally, location-based scoring could be used to target users in areas with higher concentrations of artists and craft enthusiasts.

Sweet Spots & Partial Matches

Instead of using strict conditionals such as greater-than, less-than, or equals to, Summit uses statistics to match your ICP against the contact's profile.  This means you can treat your ICP definition as a sweet spot rather than a hard line, and Summit will automatically give contact's higher scores as they approach your ideal.  For a marketplace model, this might mean that your ideal customer may earn more than a certain amount per year, or have a certain number of years of experience, but Summit will still award partial credit for contacts close to your ideal.

Enrichment Included

A key ingredient in lead scoring is a rich profile of your contact, describing both their individual attributes and attributes about their place of work or geography.  Traditionally, requires a separate, existing subscription to a provider such as Clearbit, and this data then has to be fed and integrated into your account before lead scoring can be done.

Summit's integration with makes this step obsolete, as all subscription tiers come pre-bundled with access to the enrichment data you need to score leads.  Simply send Summit an email address (a contact), and Summit will take care of enriching the contact using Clearbit's industry-leading enrichment service. This pre-processing of your contact provides your scoring model in Summit with all the data it needs to run and score your contact.

Does this mean you can't bring your own enriched data into the mix?  Not at all!  Because your lead scoring model in Summit is no-code editable, you still have the flexibility to pass in any of your own data or attributes from your account.

Getting started with lead scoring in Summit is as easy as having a list of contacts in your account and a basic understanding of your ideal customer profile.  Summit handles the rest.

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Input Parameters and Integration with

The model takes in key data points about a lead using Summit's included enrichment and any additional attributes readily available within's user profiles. These include:

  • Job title, estimated revenue, and funding.
  • Department and rank within an organization.
  • Employee range and specific ICP employee count.
  • Geographic locations of the contact and the ICP, leveraging’s geolocation data.
  • Distance from a target geography, useful for businesses focusing on local markets or specific regions.
  • Industry and ICP industry preferences, matched with’s industry tagging.
  • Contact's email address, with providing valuable insights on email engagement.

Scoring Mechanism and’s Data Enrichment


Summit assesses the email format and domain, integrating with's email data to determine its business relevance.


The model matches the lead's industry with the ICP industry, using’s segmentation capabilities for accurate matching.


Compares the number of employees against the ICP employee count, leveraging’s organizational data.

Revenue and Funding

Evaluates the lead's financial data in relation to the ICP's preferences, an area where's data enrichment can provide additional context.


Scores the lead based on job title and department, aligning with the ICP's specified roles, a process that can be enriched with’s role-based segmentation.


Uses’s location data to measure the geographical distance between the lead and the ICP.

Output Metric and’s Analytics

  • The output is a score from 0 to 5, calculated by averaging and adjusting category scores. This score can be seamlessly integrated into’s analytics for easy visualization and tracking.
  • Each factor is given a percentage score, providing detailed insights within on how each aspect contributes to the lead’s overall fitness and suitability.

Flexibility and Customization with

  • Summit’s lead scoring model offers the flexibility to adjust ICP criteria on the fly, a feature that syncs well with’s dynamic segmentation and real-time data updates.
  • The no-code, editable nature of the model means that users can easily customize scoring criteria and weights to align with their specific marketing strategies and lead profiles.


Integrating Summit's lead scoring model with provides businesses with a nuanced and data-rich approach to evaluate potential leads. This combination ensures that leads are scored based on comprehensive data points, enhancing the precision of targeting and segmentation within The result is a more focused effort on the most promising leads, aiming to improve conversion rates and overall marketing efficiency through a deeply integrated and insightful lead scoring system.

Learn more about how to connect Summit to here.

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