Creating a lead-scoring workflow

This use case demonstrates how you can use Braze to update user lead scores in real time and automatically hand off leads to your Sales teams.

There are two key steps to creating a lead-scoring workflow in Braze:

1. Create a lead-scoring Canvas in Braze or integrate an external lead-scoring tool:
   • Simple lead scoring
   • External lead scoring
2. Create a webhook campaign to send qualified leads to your Sales team:
   • Lead handoff: Marketing Qualified Lead (MQL) to Sales

Simple lead scoring

Step 1: Create a Canvas

1. Go to Messaging > Canvas and select Create Canvas, and then fill in your Canvas basics.

2. Give your Canvas a relevant name such as “Lead Scoring Canvas” and, for better findability, tag it with something like “Lead Management”.
   
   

Step 2: Set up your entry criteria

1. Proceed to the Entry Schedule step and select an Action-Based entry schedule. This will enter users into the Canvas when they perform specific actions.

2. In Action-Based Options, add these two actions:

   • Change Custom Attribute Value with the name of your lead scoring attribute (such as lead score). If you haven’t created a lead scoring attribute yet, follow the steps in Custom attributes. This will enter users into the Canvas whenever their lead score changes.
   • Add an Email Address

Step 3: Identify your target audience

Step 3a: Select segments

All users are eligible for lead scoring, so you can add company-specific rules about who to score by selecting which user segments to target and applying additional filters. For example, you can exclude employees, users who are already customers, and similar.

Step 3b: Set Canvas re-eligibilty

A user will go through this Canvas many times throughout their lifecycle with you, so make sure they can re-enter as quickly as they exited the previous time. This can be accomplished through re-eligibility settings.

In Entry Controls, do the following:

• Select Allow users to re-enter this Canvas.
• Select Specified Window.
• Set the re-eligibility to “0” seconds.

Step 3c: Update send settings

Given the operational nature of this Canvas and the fact that no messages will be sent to these users, you don’t need to adhere to subscription statuses.

Under Subscription Settings, for Send to these users: select all users including unsubscribed users.

Step 4: Build your Canvas

Step 4a: Add an Action Path

Under your variant, select the plus icon and then select Action Paths.

Step 4b: Create Action Groups

Each Action Group will represent all the actions that lead to the same point increment or decrement. You can set up to eight Action Groups. In this scenario, we’ll be setting up four groups.

Add the following groups to your Action Path:

• Group 1: All events that count for a 1-point increment.
• Group 2: All events that count for a 5-point increment.
• Group 3: All events that count for a 1-point decrement.
• Everyone Else: Action Paths allow you to define the window to wait and see if a user takes an action, before dropping them into an “everyone else” group. For lead scoring, this is an opportunity to decrement the score for “inactivity”.

Step 4c: Configure each group to include the relevant events

In each Action Group, select Select trigger and choose the event that will add the number of points for that particular Action Group. Add more triggers to include all the events that will increment the lead score by one. For example, a user could increment their score by one when they start a session in any app or perform a custom event (such as registering or joining a webinar).

Step 4d: Add User Update steps

Add a User Update step to each Canvas path created below your Action Path.

In each User Update step’s Compose tab, do the following for the respective fields:

Step 5: Launch your Canvas

That’s it! Your lead scoring Canvas is ready to launch.

External lead scoring

Whether using one of our technology partners, your own internal lead scoring model, machine learning, or another lead scoring tool, we have multiple options for you.

External partners

Check out Technology partners to learn about our B2B partners that offer lead-scoring capabilities. Don’t see your tool there? You can integrate by calling our users/track API endpoint.

Internal lead scoring data models

You can integrate Braze with your internal data models, including lead scoring models, in various ways. See below for some common examples of how our customers have integrated with Braze.

Integrated cloud data warehouse

• braze as a data source
• braze as a destination

Lead handoff: Marketing Qualified Lead (MQL) to Sales

Our recommended approach to lead handoffs is to have a corresponding lead or contact attached to each user in Braze. These leads would enter your Sales teams’ queue when their lead statuses change to an MQL stage, at which point Salesforce would kick off a lead routing or assignment workflow.

To update the lead record in Salesforce with the lead status from Braze, we recommend using a triggered webhook template.

Step 1: Create a webhook campaign

Step 2: Configure your webhook

Step 2a: Compose webhook

1. Give your webhook campaign a name, such as “Salesforce > Update lead to MQL”.

2. Enter your webhook URL in the format of https://YOUR_SALESFORCE_INSTANCE.my.salesforce.com/services/data/v60.0/sobjects/Lead/{{${user_id}}}. The Braze user ID of {{$user_id}}} should match your Salesforce contact ID. If not, use an alias instead of {{$user_id}}}.

3. Update the HTTP Method to PATCH.

4. Configure your payload to only update the lead record in Salesforce if that lead’s lead score crosses your predefined threshold. See the example request body below for a lead score of greater than 100.

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{% assign threshold = 100%}
{% if custom_attribute.${lead score} > threshold %}
{
"lead_status": "MQL"
}
{% else %}{% abort_message('not at threshold')%}
{% endif %}

5. Include the following headers:

Step 2b: Schedule webhook sends

The campaign should trigger anytime the user’s lead score changes. This campaign will trigger for any user whose score changes, but it will only affect users who aren’t currently an MQL and have crossed the threshold you set in the previous step.

In the Schedule Delivery step, select the following:

• An Action-Based delivery type
• A trigger action of Change Custom Attribute Value with the name of your lead scoring attribute and an action of any new value

Step 2c: Identify target audience

In the Target Audiences step, include a filter that excludes users whose lead statuses are already at MQL or beyond, such as “lead_status is none of MQL”.

Step 3: Launch campaign

Select Launch and watch your lead status change in Salesforce as your customers cross the MQL lead score threshold.