Business Scenarios

Enterprises acquire customers through various marketing activities across multiple channels (using the ShareMarketing app for content marketing, conference marketing, public account marketing, etc.). The quality of collected leads, subsequent follow-up nurturing processes, and final conversion rates are critical concerns for businesses.

The User Behavior Scoring feature automatically accumulates points based on user actions. The total score reflects the lead’s interest level to some extent, helping prioritize follow-up nurturing and improving overall conversion rates—ultimately boosting ROI.

Administrators can customize scoring rules based on the company’s marketing strategy. Related Teams members can also view the lead’s total score and detailed scoring records.

Scoring Rule Configuration

Entry: CRM Backend > Management > Business Rule Management > Behavior Scoring
Version Control: This feature requires a separate purchase and must be used with the ShareMarketing app.

1. Basic Information

• Scoring Rule Name: Customizable as needed.
• API Name: Auto-generated; no modification required unless necessary.
• Scoring Object: Currently supports only the Leads object, with a maximum of one rule per object.
• Remarks: Optional notes.

2. Scoring Rule Setup

• Select behaviors eligible for scoring.
• Configure conditions and points (e.g., “Following any public account: +1 point”).
• Special Notes:
  • Conflicting rules execute in order. For example:
    • Rule 1: “Following any public account: +1 point.”
    • Rule 2: “Following ShareCRM public account: +2 points.”
    • If a user follows ShareCRM, both rules apply (+3 points total, with two scoring records: +1 and +2).
  • Review rule conflicts carefully during setup.

3. Rule Results

• Supports numeric and single-select fields for scoring results.
• A default numeric field, Behavior Score, stores the total points.
• Optionally, define a single-select field (e.g., Interest Level) with segmented ranges (e.g., Low: <50, Medium: 50–100, High: >100). This enables easy BI chart analysis by interest level.

Viewing Scores

1. Total Behavior Score

Displayed in the Behavior Score field on the lead details page.

2. Score Details

Click the total score to view individual scoring records.

Differences vs. Lead Scoring

• Lead Scoring:
  • Based on lead object fields.
  • Recalculates scores upon field changes (may increase or decrease).
  • Measures fit (alignment with business focus).
• Behavior Scoring:
  • Based on user actions.
  • Accumulates points per matched rule (total = sum of all actions).
  • Measures interest (engagement level).

Combined Use:
Apply quadrant or grid analysis to segment leads by fit and interest for targeted follow-ups.