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Intent Scoring in Salesforce for SaaS

Integrating Summit &

Salesforce

Easily pull the results from your

Intent Scoring

app into your

SaaS

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 SaaS

For a SaaS company, recalculating the lead score of a prospect is crucial as it ensures that the sales and marketing efforts are always targeted at the most promising leads. Regularly updating the lead score based on specific triggers allows for a dynamic and responsive approach. Here's a list of potential triggers that could warrant a recalculation of a prospect's lead score:

Engagement Changes

  • Increase in website visits.
  • More frequent or prolonged usage of a free trial or demo.
  • Higher engagement with emails (open rates, click-through rates).
  • Participation in webinars or online workshops.

Behavioral Shifts

  • Downloading whitepapers or e-books.
  • Requesting a product demo or a pricing quote.
  • Changes in product usage patterns (e.g., using more advanced features).
  • Interactions with customer support or FAQs.

Profile Updates

  • Job title or role change (promotion or shift to a more decision-making position).
  • Change in company (especially moving to a larger or more relevant industry player).
  • Updates to the company’s size, revenue, or funding status.

Social Media Activity

  • Engaging with your brand's posts.
  • Mentioning your brand or relevant keywords/topics in their posts.
  • Following your brand's social media accounts.

Event Participation

  • Attending or registering for company events, webinars, or conferences.
  • Participating in surveys or feedback requests.

Marketplace Changes

  • Industry trends that make your product more relevant to the prospect.
  • Regulatory changes in the prospect’s industry affecting their need for your solution.

Communication Patterns

  • Increased responsiveness to sales or marketing communications.
  • Initiating contact or inquiries about product features or services.

Customer Status Changes

  • Transition from a free user to a paid subscription.
  • Upgrading or downgrading their current subscription plan.

Referral Activity

  • Referring other potential leads to your product.
  • Being referred by an existing customer.

External Factors

  • Economic shifts impacting the prospect’s business sector.
  • Seasonal factors relevant to the product usage or industry.

Technological Developments

  • Changes in technology that increase the relevance or necessity of your product.
  • The prospect’s adoption of complementary technologies or platforms.

Contract or Subscription Renewal Dates

  • Approaching the end of a current contract or subscription period with a competitor or current provider.

Feedback or Reviews

  • Providing positive or negative feedback on your product or services.
  • Writing a review or testimonial.

Changes in Decision-Making Process

  • Indications of accelerated decision-making processes within the prospect's company.
  • Changes in the procurement process or budget allocation.

These triggers are indicative of a prospect’s changing interest, needs, or potential to convert. Regularly recalculating lead scores based on these triggers ensures that the sales team can prioritize their efforts effectively and increase the chances of successful conversions.

Everything you need to start scoring leads today.

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