Score design
Your edition is Marketing Hub Professional. Contact scores are available with Marketing Hub, so a manual combined score works. AI-built scores need Marketing Hub Enterprise, so this design is built by hand.
Score type: combined (a fit group of property rules plus an engagement group of event rules). Score limit: 100, the default maximum. Group limits: fit 50 + engagement 50 = 100. The points are my own proposal for you to change.
Fit group (property rules), limit 50:
| Rule | Points |
|---|---|
| Industry is Logistics or Construction | 15 |
| Number of vehicles is 25 or more | 15 |
| Job title contains Fleet or Operations | 10 |
| Country is United States or Canada | 10 |
| Group limit | 50 |
Engagement group (event rules), limit 50:
| Rule | Band | Points |
|---|---|---|
| Demo page views | 1 or more | 15 |
| Pricing page views | 1 to 2 | 5 |
| Pricing page views | 3 or more | 10 |
| Webinar attended | 1 or more | 10 |
| Marketing email clicks | 1 to 3 | 3 |
| Marketing email clicks | 4 or more | 5 |
| Form submissions | 1 or more | 10 |
| Group limit (top band of each rule) | 50 |
Decay: every 3 months (allowed values are 1, 3, 6 or 12 months, each month 30 days). I picked 3 because your history covers two quarters; it is a choice, not a rule. Decay does not apply to segment membership rules, and this design uses none.
Back test
Scored by script on your 16 past contacts. Cell = fit letter + engagement number, using the thresholds below.
| ID | Fit points | Engagement points | Total | Cell | Outcome |
|---|---|---|---|---|---|
| H1 | 50 | 50 | 100 | A1 | won |
| H2 | 50 | 33 | 83 | A1 | won |
| H3 | 10 | 8 | 18 | C3 | lost |
| H4 | 40 | 15 | 55 | A2 | lost |
| H5 | 50 | 50 | 100 | A1 | won |
| H6 | 10 | 15 | 25 | C2 | lost |
| H7 | 40 | 23 | 63 | A2 | lost |
| H8 | 35 | 43 | 78 | B1 | won |
| H9 | 40 | 8 | 48 | A3 | lost |
| H10 | 50 | 43 | 93 | A1 | won |
| H11 | 20 | 35 | 55 | C1 | lost |
| H12 | 50 | 3 | 53 | A3 | lost |
| H13 | 50 | 38 | 88 | A1 | won |
| H14 | 10 | 13 | 23 | C3 | lost |
| H15 | 50 | 25 | 75 | A2 | won |
| H16 | 40 | 5 | 45 | A3 | lost |
| Cell | Won | Lost |
|---|---|---|
| A1 | 5 | 0 |
| A2 | 1 | 2 |
| A3 | 0 | 3 |
| B1 | 1 | 0 |
| C1 | 0 | 1 |
| C2 | 0 | 1 |
| C3 | 0 | 2 |
| Group | Won | Lost |
|---|---|---|
| Handoff cells A1, A2, B1, B2 | 7 | 2 |
| All other cells | 0 | 7 |
This is a check on these 16 contacts only, a small sample, and not proof the score predicts deals. It is directional: in these rows, the handoff cells hold 7 of the 7 won deals and 2 of the 9 lost ones.
Thresholds
| Label | Rule |
|---|---|
| Fit A | 40 to 50 fit points |
| Fit B | 25 to 39 |
| Fit C | under 25 |
| Engagement 1 | 30 to 50 engagement points |
| Engagement 2 | 15 to 29 |
| Engagement 3 | under 15 |
Handoff rule (my default, since you gave none): send contacts in A1, A2, B1 or B2 to sales.
Build steps (held)
- HELD: create a combined contact score with a score limit of 100.
- HELD: add the fit group (4 property rules, limit 50).
- HELD: add the engagement group (5 event rules with the bands above, limit 50).
- HELD: set decay to every 3 months.
- HELD: set the A to C and 1 to 3 thresholds above.
- HELD: add a workflow or list for the handoff cells, if you want sales alerts.
Questions for you
- Does "Number of vehicles" live on the contact or on the company record?
- Should a Mexico based fleet (like H7) get the country points, or stay out?
- A2 holds 1 won and 2 lost contacts in this back test. Should A2 go straight to sales, or to nurture first?
Needs your decision
- Every build step above: HELD.