Leads and lead scoring

Leads lists the people who joined or registered for your webinars. People are merged by email, or by browser for anonymous visitors, so someone who watched three times is one lead. Each lead gets an engagement score, so sales can start with the hottest.

To make sure every participant shows up with an email, set the lobby to Require email. See Lobby and lead capture.

The engagement score

Each lead gets a score from 0 to 100, built from three signals:

• Breadth: how many different webinars they watched.
• Passive: how much of each visit they watched, by slides seen and time spent (their best three visits).
• Active: questions asked and chat messages. A question counts more than a chat message.

Active engagement weighs the most, then passive, then breadth. Registering for a scheduled time adds a small bonus.

The score fades with time: it halves every 30 days since the lead was last seen. The lifetime score is the same number without the fading, so you can spot people who were very engaged but have gone quiet.

The score covers the visits within the period you pick on the page.

The leads list

• Pick the period, With email or All visitors, and a campaign (All campaigns, a single campaign, or No campaign).
• Search names and emails.
• The Engagement column shows the score, the tier and the lifetime score. Hover it for the breakdown.
• Other columns: Sessions, Webinars, Engaged, Questions, Campaign, Country · device and Last seen.
• Leads who registered for a time, or who unsubscribed from emails, are marked next to their name and email.

The Leads item in the sidebar shows how many leads are in the top tier you have.

Export to CSV

Export CSV downloads the leads in the current view. It includes the score, tier, lifetime and signals, sessions and engaged time, questions and chat messages, first and last campaign, registration, country, device and first and last seen.

To send leads to your CRM automatically, use webhooks. See Sending leads to your CRM.

Lead detail

Click a lead to see:

• The tier, email, country and device, with a button to copy the email.
• Engagement score with lifetime, Signals, Engaged time and Last seen.
• Attribution & conversions: first and last touch campaigns, and conversions.
• Scheduled times they registered for, and whether they attended.
• Sessions: each visit with its webinar, state, visit score and the follow-up emails sent.
• Questions asked, across all their sessions.