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Intent Scoring in Salesforce for Marketplaces

Integrating Summit &

Salesforce

Easily pull the results from your

Intent Scoring

app into your

Marketplaces

workflows and journeys.

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Customizable
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No-code Editable
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Trigger-based
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Flexible

Integrating Summit's intent scoring app with Salesforce transforms the way businesses assess and act on a prospect's engagement and intent to purchase or take action. This integration leverages Summit's intricate intent scoring mechanisms alongside Salesforce's comprehensive CRM and customer engagement capabilities. Here’s an overview of how Summit’s intent scoring process is enriched through integration with Salesforce:

Key Components of the Intent Scoring App with Salesforce Integration

Parameter Inputs

  • Summit takes various inputs such as web sessions, email interactions, and page visits. Salesforce’s robust CRM capabilities ensure that these inputs are accurately captured and integrated within the customer's profile, providing a rich data foundation.
  • Parameters within Summit can be tailored to match Salesforce’s extensive customization options, aligning scoring with specific business processes and customer segments.

Scoring Mechanisms

  • The scoring system in Summit incorporates decay functions and recency calculations, which synergize with Salesforce’s ability to track and analyze customer engagement over time.
  • The use of diminishing returns in scoring aligns with Salesforce's focus on qualifying leads based on not just quantity but the quality of interactions.

Weighted Scores

  • Different activities are assigned varying weights in Summit’s model, a strategy that can be mirrored within Salesforce by prioritizing certain customer interactions and behaviors.
  • The adjustability of these weights complements Salesforce’s dynamic lead scoring and segmentation capabilities, allowing for nuanced lead qualification.

Overall Intent Score Calculation

  • Summit provides an overall intent score ranging from 0-5, which can be integrated into Salesforce to enhance lead and opportunity scoring models.
  • This intent score becomes a vital metric within Salesforce, guiding sales and marketing strategies, nurturing campaigns, and prioritizing sales efforts.

Enhanced Benefits with Salesforce

Improved Lead Qualification

Integrating Summit’s scoring into Salesforce allows for more sophisticated lead qualification, enabling sales teams to prioritize and engage with high-intent prospects effectively.

Targeted Marketing Campaigns

The intent scores can inform Salesforce’s marketing automation tools, allowing for the creation of targeted and personalized marketing campaigns based on prospects' levels of engagement and interest.

Enhanced Sales Efficiency

Salesforce users can leverage intent scores to focus their efforts on the most promising leads, improving overall sales efficiency and conversion rates.

Data-Driven Customer Insights

The intent scores enrich customer profiles in Salesforce, providing deeper insights and enabling more informed sales and marketing decisions.

Adaptive Engagement Strategies

The dynamic nature of Summit’s scoring, combined with Salesforce’s robust analytics and reporting tools, enables businesses to adapt their engagement strategies based on evolving lead behaviors and preferences.

The integration of Summit's intent scoring app with Salesforce provides a powerful solution for businesses seeking to optimize their lead management and engagement processes. This combination delivers a sophisticated, flexible, and actionable system for assessing purchase intent, allowing businesses to effectively segment leads, personalize engagement, and align their sales and marketing strategies for maximum impact and efficiency.

Start using

Intent Scoring

in your

Salesforce

workflows

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Intent Signals (Triggers) for Marketplaces

For an online, multi-sided marketplace, recalculating lead scores is essential to identify and prioritize potential buyers, sellers, or partners who are most likely to engage, transact, and contribute to the growth of the marketplace. The dynamics of a multi-sided marketplace mean considering different types of users and interactions. Here's a list of triggers that could be important for recalculating lead scores in this context:

For Buyers:

Search and Browsing Behavior
  • Frequent searches or views of specific product categories.
  • Changes in search frequency or intensity.
Purchase History
  • Recent purchases or an increase in purchase frequency.
  • Higher average order value or changes in purchasing patterns.
Wishlist or Cart Activity
  • Adding items to a wishlist or shopping cart.
  • Changes in wishlist composition over time.
Engagement with Offers and Promotions
  • Responding to discounts, special offers, or personalized promotions.
  • Participation in loyalty or reward programs.
Review and Rating Activity
  • Posting product reviews or seller ratings.
  • Engaging with other user reviews.
Inquiry and Communication Patterns
  • Increasing inquiries to sellers or customer support.
  • Responsiveness to marketplace communications.

For Sellers:

Listing Activity
  • Frequency and volume of new listings.
  • Updating or enhancing existing listings with better descriptions or photos.
Sales Performance
  • Sales volume and frequency.
  • Positive changes in customer feedback and ratings.
Response to Buyers
  • Timeliness and quality of responses to buyer inquiries.
  • Engagement levels with potential buyers.
Promotional Activities
  • Participation in marketplace promotions or advertising programs.
  • Offering discounts or special deals.
Inventory Management
  • Regular updates to inventory or stock levels.
  • Introduction of new products or categories.
Marketplace Compliance and Quality
  • Adherence to marketplace policies and guidelines.
  • Quality of product listings and accuracy in descriptions.

For Both Buyers and Sellers:

Account Activity
  • Frequency of logins and active sessions.
  • Updates to user profiles or account details.
Community Engagement
  • Participation in marketplace forums or community events.
  • Engaging with other users in the marketplace community.
Referral Activity
  • Referring new users (buyers or sellers) to the marketplace.
  • Engaging with referral program promotions.
Feedback and Surveys
  • Providing feedback through surveys or other feedback tools.
  • Contributing ideas for marketplace improvement.
Mobile App Usage
  • Frequency and duration of app usage.
  • Engagement with app-specific features.
External Factors
  • Changes in market trends relevant to the user’s interests or business.
  • Seasonal factors influencing buying or selling activities.

In a multi-sided marketplace, recalculating lead scores based on these varied triggers can help in effectively segmenting and targeting users, ensuring that marketing and engagement efforts are directed towards the most active and promising users. This approach aids in enhancing user experience, boosting transactions, and driving overall growth of the marketplace.

Everything you need to start scoring leads today.

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