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How Cookie Settings Affect the Analytics.JS Tracking Script
Google Tag Manager (GTM) Ad Blockers
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Sales Opportunity Data Model
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Virtual Campaigns in CaliberMind
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Overview of Analytics and Attribution
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Return on Ad Spend
Product Attribution Dashboard
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Working in CaliberMind Insights
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CaliberMind Insights - Creating Custom Dashboards
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Insights - Attribution - Start Here!
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Attribution - Campaign Detail
Insights - Attribution - Campaign Type Detail
Insights - Attribution - Channel Detail
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Insights - Attribution - Account Detail
Attribution Overview Dashboard 2.0
Insights Engagement Dashboard
Insights - Engagement - Start Here!
Insights - Engagement - Dashboard Terminology & Key Concepts
Insights - Engagement Overview
Insights - Engagement - System Account Detail
Insights - Engagement - Person Detail
Insights - Engagement - Engagement Essential Questions and Dashboard Tile Definition
Insights Engagement Dashboard - Aggregation Dates
Insights ROAS Dashboard
Funnel Trigger Events Dashboard
Funnel Company Inclusion Configuration
What is a Marketing Funnel?
Funnel Terms and Concepts
Common Funnel Issues
Funnels FAQs Technical Documentation
Funnel History Event Configuration
Funnels - Start Here!
Funnel Stages Configuration and Stage Definitions
Funnel Trend Dashboard
Sales Funnel Metrics
Funnel Events Technical Documentation
Marketing Sales Funnel Foundations
Funnel Static Event Configuration
What is a Starter Funnel?
Funnel Person Inclusion Configuration
Funnel Cohort Analysis Dashboard
Sales Funnel Glossary
Funnel Cohort Analysis Use Cases
Funnel Data Explore Dashboard
Use Cases for Funnels
Sales Funnel Journey Questions and Answers?
Introducing CaliberMind's Funnels
Funnels - Lead, Contact, Account, Opportunity Statuses and Stages
Funnel Stage Definitions
Demand Generation Funnel Dashboard
Table of Contents
Updated by Camela Thompson
What Is a Touch Score?
Behind our scoring models, we allow you to control how many points each event type can get. This includes anything in the event table which is a combination of Salesforce Tasks, Events, and Campaign Members, and any interactions recorded in your ad platforms and marketing automation platform.
During the onboarding process, your customer success manager helped you set up a scoring model. These vary from customer to customer, but a common example may look something like this:
Meeting or Opportunity
Content Download, Key Page Visit
Advertisement or Paid UTM
Otherwise (All other INBOUND event types)
See our article on Multipliers to update the demographic/firmographic portion of the scoring logic.
Why Would I Want to Change the Score of a Touch?
Things change in marketing. Sometimes a tactic that used to bring in scores of leads fizzles out and at other times, the inspiration to try something new hits. Our lead score configuration tool will help you make adjustments as you need them. Here are a few more common use cases:
- Your marketing department decides to try out Direct Mail for the first time and wants to do something fancy involving a QR code.
- You've found that an intent provider has been successfully flagging prospects who are ready to buy and the sales team wants to incorporate key signals into your scoring model.
- Your sales team complains that the accounts with high scores are from content syndication and they aren't ready to buy yet, prompting a decrease in points for that Event Type.
- Your department finds that a certain tactic is more effective than expected, prompting your team to increase the points.
As a best practice, scoring models should be evaluated on an ongoing basis (ideally, quarterly) to determine whether the highest scores correlate to more wins and if there have been any changes in ICP or market fit.
How to Change a Touch Score
- From the CaliberMind app, navigate to the Settings page by clicking the cog icon in the top right-hand corner:
- Click ABM on the left-hand vertical menu:
- Find your Default touch score (likely labeled Inbound) and click the name of the model:
- Make sure to the Touch Score tab is highlighted before making edits to your configuration:
- Enter the first rule that you would like the system to reference when assigning a score. In this example we want to reward the most points for “event_type” contains “meeting” AND “event_class” starts with “opp.” We want these events to get 5 points before considering time decay or a multiplier.
- To enter an additional tier of points, we've added an additional Block. Events with “event_type” contains “tradeshow” and “event_class” starts with “inbound” will receive a score of 3 before multipliers or time decay:
- After entering several more tiers for scoring with a different point set allocated to each tier, we entered a final "Otherwise" statement as a catch-all to assign 1 point to any Inbound activity: