Lead Scoring

With the built-in Lead Scoring module in Kentico, you can automatically qualify your leads and give only valuable leads to your sales team.

Define Your Own Lead Scoring Rules

Each business uses a different set of criteria for qualifying leads. The Lead Scoring module in Kentico allows you to set up your own lead scoring system combining two types of rules:

  • Demographics - identify the fit of the leads for your company based on their profile values, such as location, title, or completeness of data
  • Behavioral – identify the level of the leads’ engagement with your company based on their activities, such as visited pages, downloaded documents, or submitted forms

You can assign a number of points for each met rule, and a threshold that defines how many points the lead needs to attain to be identified as a hot lead. The points may expire after a specified period of time or you can assign negative points for any warning signs, such as, when a lead unsubscribes from your newsletter.

Make Leads Available to Your Sales Team

When you identify sales-ready leads, you can have the system send the contact details to the sales team by email, or you can export the lead data into your CRM. Kentico comes with a built-in Salesforce.com connector.

7 Steps to Setting up a Lead Scoring System


  1. Establish a consistent lead scoring methodology to rank leads.
  2. Build optimal buyer profiles/personas.
  3. Determine the score threshold for sales-ready leads.
  4. Create lead scoring rules for each dimension (demographic, behavioral).
  5. Consider multiple scoring scenarios for gaining greater insight into the level of interest in different products or campaigns.
  6. Set an expiration period for scores.
  7. Define the hand-over and follow-up process with your Sales team.

Learn more in our Lead Scoring Whitepaper.


Lead Scoring for Success project image

Lead Scoring for Success

A company’s website is still one of the most important sales and marketing tools for attracting new customers. A major priority for Marketers is a continuous flow of high quality leads to pass on to Sales. Often only a small percentage of leads are deemed sales-ready, while the remaining leads are frequently left to languish. To remedy the situation, Marketers are turning to lead scoring to rank customer interest shown for company products and the customer fit to buyer personas and target markets.

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