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Lead Scoring

Configure weighted criteria and rank government contacts by quality

Scoring leads with native data...
Filtered to: None
Lead filters
Demographics, events, attribution

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Contact & Demographics Filter by location, job title, role, and department
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💡 Tip: Job Function = department (IT, Procurement). Job Role = seniority (Director, Manager). Agency Function = what the agency does.
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🎪
Venue & Event Filters Filter by trade show, event type, and year
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💡 Tip: Event Category groups similar shows. Use Year Range to focus on recent or historical engagements.
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🏆
Lead Attribution & Jurisdiction Filter by contract wins and influence timing
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💡 Tip: "Attributed" = lead's jurisdiction awarded a contract. "Influence Window" = lead attended BEFORE the award.
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🏷️
AI-Assigned Interest Tags Filter by AI-detected product interests
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💡 Tip: Click tags to select. Use OR mode to find leads matching ANY tag, AND mode requires ALL tags.
Logic:
No tags available
Scoring parameters
Date range, result limits, and weight multipliers
Date & scope
Engagement touch weights
Paper / webinars
Event sponsorship
Other engagements
Touch threshold
Recency multipliers
≤ 30 days (hot)
≤ 90 days (warm)
> 90 days (cold)
Advanced weights
Role, function, branch, agency, population, budget

Role Weights

Executive/C-Level
Senior Management
Subject Matter Expert
Elected Official
Default

Function Weights

Information Technology
CIO/CTO/IT Director
Operations/Admin
Finance/Procurement
Emergency Mgmt
Default

Government Branch Weights

State
Federal
County
Municipal
Special District
Higher Ed
K-12
Default

Agency Function Weights

Finance/Tax/Budget
IT/Telecom
Admin/Operations
Security/Defense
Health/Human Svcs
Default

Population Weights (jurisdiction size, via Navigator org)

≥ 1M
≥ 500k
≥ 100k
Smaller / unknown

Budget Weights (annual budget ex-federal, via Navigator org)

≥ $1B
≥ $500M
≥ $100M
Lower / unknown
Priority organizations
Boost scores for specific account IDs
organization IDs loaded
Top Results
Average Score
Highest Score
High Priority (100+)
Scored Leads
Score Reader Name Title Jurisdiction Job Role Job Function Gov Branch Primary Driver Touches

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Configure your scoring weights and click "Run Lead Scoring" to see ranked leads.

Saved Scoring Profiles
Load, edit, or delete your custom weight configurations
Lead Scoring Guide
How the scoring system works

Scoring Formula

Lead Score = BaseScore × TouchMult × RecencyMult × OrgBoost

Base Score Components

  • Role Score: Points based on job role (Executive, Senior, SME, Elected)
  • Function Score: Points based on job function (IT, Operations, Finance)
  • Branch Score: Points based on government level (State, Federal, County)
  • Agency Score: Points based on agency type (Finance, IT, Health)
  • Population Score: Points based on the contact's jurisdiction size (Navigator org population)
  • Budget Score: Points based on the jurisdiction's annual budget ex-federal (Navigator org)

Multipliers

  • Touch Multiplier: 1.0 - 1.6× based on weighted engagement count
  • Recency Multiplier: 0.9 - 1.3× based on days since last engagement
  • Org Boost: Additional multiplier for priority organizations

Tips

  • Start with default weights, then adjust one parameter at a time
  • Use the Reference Date for reproducible scoring (same inputs = same outputs)
  • Save profiles to compare different scoring strategies
  • Export results to CSV for deeper analysis or CRM integration
Save Scoring Profile
Save current weights for later use

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