Lead Scoring

Lead Scoring System

Implement progressive lead scoring based on user engagement and conversion events.

When to Use

• User mentions "lead", "scoring", "qualification"
• User asks about conversion tracking
• User wants to optimize lead funnel
• User needs to track user engagement
• User mentions WhatsApp or form conversions

Lead Scoring Scale (1-100)

Event Implementation

import { LEAD_GENERATION_EVENTS, LEAD_SCORES } from '@akson/cortex-utilities/events';

// Track page view (Score: 5)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_PAGE_VIEW, {
  page_path: '/badges',
  lead_score: LEAD_SCORES.PAGE_VIEW
});

// Track content engagement (Score: 15)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_CONTENT_VIEW, {
  content_type: 'product',
  lead_score: LEAD_SCORES.CONTENT_VIEW
});

// Track inquiry start (Score: 40)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_INQUIRY_STARTED, {
  form_type: 'quote_request',
  lead_score: LEAD_SCORES.INQUIRY_STARTED
});

// Track contact info (Score: 60)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_CONTACT_INFO, {
  contact_method: 'email',
  lead_score: LEAD_SCORES.CONTACT_INFO
});

// Track WhatsApp contact (Score: 85)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_WHATSAPP_CONTACT, {
  phone_number_provided: true,
  lead_score: LEAD_SCORES.WHATSAPP_CONTACT
});

// Track form submission (Score: 100)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_FORM_SUBMITTED, {
  form_id: 'quote_form',
  lead_score: LEAD_SCORES.FORM_SUBMITTED
});

Lead Database Schema

CREATE TABLE leads (
  id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
  phone_number TEXT,
  first_name TEXT,
  last_name TEXT,
  email TEXT,
  status TEXT DEFAULT 'new',
  score INTEGER DEFAULT 0,
  form_data JSONB DEFAULT '{}',
  created_at TIMESTAMPTZ DEFAULT NOW(),
  updated_at TIMESTAMPTZ DEFAULT NOW()
);

-- Index for quick lookups
CREATE INDEX idx_leads_phone ON leads(phone_number);
CREATE INDEX idx_leads_status ON leads(status);
CREATE INDEX idx_leads_score ON leads(score DESC);

Lead Statuses

SLA Tracking

Query High-Value Leads

-- Get hot leads (score >= 85)
SELECT id, phone_number, first_name, last_name, email, score, created_at
FROM leads
WHERE score >= 85 AND status = 'new'
ORDER BY score DESC, created_at ASC;

-- Get leads needing follow-up
SELECT id, phone_number, score, status, created_at
FROM leads
WHERE status IN ('new', 'contacted')
AND created_at < NOW() - INTERVAL '24 hours'
ORDER BY score DESC;

Key Rules

DO:

• Track all lead journey events
• Use standardized event names
• Update lead scores in real-time
• Monitor SLA compliance
• Segment by score for prioritization

DON'T:

• Skip intermediate events
• Use arbitrary score values
• Ignore low-score leads completely
• Forget to update status after contact

Analytics Integration

Lead events flow to:

• PostHog: User journey analysis
• GA4: Conversion funnel visualization
• Google Ads: Conversion optimization
• Slack: High-value lead alerts