What is "Easy Mode"?
"Easy Mode" is a smart yet simple way to better interpret and use your leads', contacts' and subscribers' score values.
Easy Mode makes it much easier for you to compare leads or scores, and to align with your sales team on the level of interest or engagement when training them.
Or in other words, we make it easier to compare 🍏 to 🍏 !
When Easy Mode is activated, your scores will be "normalized" for better interpretation and usability, and the score's point value will be distributed from 0 to 100. In other words, Easy Mode reflects the % of total possible points that a prospect has received for a given score. (Read also the section below "Important things to keep in mind".
So, what happens when you are looking to compare multiple scores to know when/how to interact best with your prospects?
Picture this example:
Your B2C team created a "B2C score" with 15 rules that add up to a maximum of 75 points, while your B2B team has defined a "B2B score" with 10 rules for a maximum of 210 points.
A new inbound lead "Susana Summer" is created as a lead and has the following scores without "Easy Mode":
B2B score = 70
B2C score = 50
Naturally, it seems that there is higher interest B2B, but Susana has collected only 30% of B2B score points, but 67% of all possible B2C score points.
With "Easy Mode", the score values would be as follows:
B2B Score = 30
B2C Score = 67
This means that when a lead has collected the total of all possible points, 100 will be shown. When the lead has collected 30% of all possible points, then 40 will be shown, etc.
Now, you can easily compare 🍏 to 🍏!
When should I use "Easy Mode"?
Having a score's minimum and maximum value distributed from 0 to 100, comes with a range of benefits:
Comparing two interests, intent, or preferences is more accurate
Sales teams will make better use of scores, if they understand the maximum score value better
It will be easier for your team to discuss a "scoring threshold", defining which leads to send over
In general, we recommend "Easy Mode" for:
Scores measuring interests in products, services or other interests where you look to compare the relative interest or the scores are shown to sales people
Score looking to identify "readiness", as in, did they show sufficient engagement to be handed to sales, handed to support, handed to HR, or receive specific emails or content
In general, we DON'T recommend "Easy Mode" for:
Scores "counting" specific engagements; if you set up a score "Counter", which counts for example number of email, channel or video interactions, leave it as is
Important things to keep in mind
Keep the scoring model lighter than for normal scores, and make the total score achievable 💡
Each SalesWings scoring model has a maximum number of points, which you can see at the top right of the scoring model in blue. For Easy Mode, if you add too many rules and a prospect requires very extensive behavior to reach the total number of points, then with Easy Mode the score will likely stay very small for most prospects.
Consider this extreme example; let's imagine you have 1000 possible URL's in your scoring model where leads can receive 1 point for each. Then most prospects will never get a meaningful score, because even if they visit 100 pages, Easy Mode would only show 10, which is 10% of total achievable points.
We therefore recommend to add less scoring rules, the more important, and when allowing a rule to be applied multiple times, consider restricting it to only 2 - 3 times.
Easy Mode distributes scores from 0 to 100 for leads and contacts, but not for accounts.
Inside Salesforce, the account scores are the sum of all related contact scores. Therefore, if you have for example 3 contacts with 50 point each, the account score will be 150.
Impacted teams (sales, marketing, analytics) should be consulted and be informed, prior to activating "Easy Mode" ℹ️ because:
Activating/Deactivating an existing score to Easy Mode will change the score value in all connected systems (Marketing Cloud, Salesforce, etc)❗
Automated work-flows which look at the score value in those systems may be triggered❗
Linked reporting in Salesforce and other systems where you look at score values may be impacted❗
Activating/Deactivating an existing score to Easy Mode will automatically adapt the score in your SalesWings rules 💡
For example, imagine you have a score X with a maximum value of 200 points, and you have an existing tag rule looking at the score:
Without "Easy Mode":
Rule: Tag leads, IF score X is MORE THAN 150
After activating "Easy Mode", the rule will automatically be set to:
Tag leads IF score X is MORE THAN 75 ( = 75% of 200 total points)
This may temporarily lead to additional processing and slow down synchronizations ℹ️
How to activate/deactivate "Easy Mode"?
Discuss with your team first whether "Easy Mode" makes sense for your business use case.
To activate "Easy Mode" with score normalization, please go ahead and select the score of your choice in the SalesWings cockpit.
Then, enable the Easy Mode tick box, under settings. You will be prompted with a pop up message to confirm your decision to normalize score.
After that, SalesWings will take care of the rest, and all scores will automatically be updated in SalesWings, and in all connected systems!
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