What to consider before going live with HG scoring?

Impactful business rollout starts with certain considerations. They help to organise workflows in the most efficient and productive way. This article will help you navigate through the process and prioritize the development stages. 

Below you can find 9 important questions to think about before business rollout:

1. What is my rollout approach?

Some customers choose to divide the process into several steps with different teams. Others prefer to push everything at once - and go with a "big bang" approach.
You can also choose to hide the lead grades from your sales and yet, track the performance of the sales team without human touch.

2. What is my business goal? How I'll measure it?

A clear definition of your goal and communicating it to the larger organisation will help you build the processes and direct the development along the way. For example, the number of created opportunities, the number of closed won opportunities, revenue, conversion rate, touch rate.
Also, think how you will measure it, which fields and values it will require.

3. Would I need to set up any reports? If so, for which team?

For example, for Marketing Ops to track: 

Or for Sales Team to track: 

4. What are the key dates in the process?

Think carefully of deadlines and ETAs which would suit you and dependencies for other projects or initiatives you might have.

5. Which HG models are most relevant for my business case?

You have 3 main options:

The roll out steps and things to think about remain the same for other uses cases around account scoring, fastlane, ad spend optimization...

6. Would I need any workflow adjustments?

For example, if you want to disregard or downgrade specific countries, you can set them to the "low" segment. Or, you can set a particular type of a client to "at least good" as a default. Perhaps, you'll be interested in removing C, D, E leads from the assignment and automatically SQL A lead grade. Whatever you decide to do, go with the option which fits best your business goal and KPIs.

7. Which fields I want to enable for rollout?

For example, do you need to create an MQL field whenever your lead score is above a specific threshold?
One important note is to timestamp the fields at the lead / contact creation date or at the opportunity close date to make sure you can create reports that show the conversion rates of the different lead grades at a specific time in the past (the grades will vary over time depending on the lead activity).

8. Would my team need a training? A successful roll out always comes with a successful training of the relevant teams (SDRs, AEs...). Make sure that you have this planned in the calendars and that you have resources that the team can access, in case they have any questions.

Here below is a list of the topics we recommend to include in a training session:

9. Would I need any feedback loop? It is important for the Sales team to provide feedback on leads or contacts that will be scored in a specific way, especially when the team disagrees. This helps drive adoption and a better understanding of the leads tremendously.
Is there an existing loop in place?  E.g. “disqualified” status on Lead object? Here is an article on how to create such fields.