Profile Fit

Ranking Categoria Campos de Valor Camada

Pain / Need / Solution Interest 1 Tier 1
Pain / Need / Solution Interest 2 Tier 1
Pain / Need / Solution Interest 3 Tier 1
Dor / Necessidade / Solução / Pain / Need / Solution Interest 4 Tier 1
1
Interesse Pain / Need / Solution Interest 5 Tier 2
Pain / Need / Solution Interest 6 Tier 2
Pain / Need / Solution Interest 7 Tier 1
Pain / Need / Solution Interest 8 Tier 3
Job Role 1 Tier 1
Job Role 2 Tier 1
Job Role 3 Tier 1
Job Role 4 Tier 2
1 Atividades que executa
Job Role 5 Tier 2
Job Role 6 Tier 2
Job Role 7 Tier 2
Job Role 8 Tier 2
Industry 1 Tier 1
Industry 2 Tier 1
Industry 3 Tier 1
Industry 4 Tier 1
2 Segmento
Industry 5 Tier 2
Industry 6 Tier 2
Industry 7 Tier 1
Industry 8 Tier 3
Lead Source 1 Tier 1
Lead Source 2 Tier 1
Lead Source 3 Tier 1
3 Fonte de Ledas Lead Source 4 Tier 2
Lead Source 5 Tier 2
Lead Source 6 Tier 1
Lead Source 7 Tier 3
Total Possible
Input field values (ie - for Job Role, input
"Consultant, Director etc…). Each value
Input or modify field names
should be on a separate line.
above.
These should be fields
currently collected on forms
or list uploads.
Score (%) Ponderação total Profile Fit
100 30% A 75 - 100
100 B 50 - 74
100 C 25 - 49
100 D 0 - 24
60
60
Fill in the range for each rating.
100 If unsure, use defaults
30
100 30%
100
100
60
60
60
60
60
100 25%
100
100
100
60
60
100
30
100 15%
100
100
60
60
100
30
100
 Camos Green sections contain notes to assist with completion
Profile Fit
Ranking Categoria Campos de Valor Camada Score (%) Ponderação total
Pain / Need / Sol Tier 1 100 30%
Pain / Need / Sol Tier 1 100
Pain / Need / Sol Tier 1 100
Pain / Need / Sol Tier 1 100
Pain / Need / Sol Tier 2 60
Dor /
Necessidade / Pain / Need / Sol Tier 2 60
Solução / Pain / Need / Sol Tier 1 100
1 Interesse Pain / Need / Sol Tier 3 30
Job Role 1 Tier 1 100 30%
Job Role 2 Tier 1 100
Job Role 3 Tier 1 100
Job Role 4 Tier 2 60
Job Role 5 Tier 2 60
Job Role 6 Tier 2 60
Atividades que Job Role 7 Tier 2 60
1 executa Job Role 8 Tier 2 60
Industry 1 Tier 1 100 25%
Industry 2 Tier 1 100
Industry 3 Tier 1 100
Industry 4 Tier 1 100
Industry 5 Tier 2 60
Industry 6 Tier 2 60
Industry 7 Tier 1 100
2 Segmento Industry 8 Tier 3 30
Lead Source 1 Tier 1 100 15%
Lead Source 2 Tier 1 100
Lead Source 3 Tier 1 100
Lead Source 4 Tier 2 60
Lead Source 5 Tier 2 60
Lead Source 6 Tier 1 100
3 Fonte de Ledas Lead Source 7 Tier 3 30
Total Possible 100
field names should be on a
above.
forms or list separate line.
uploads.
 Profile Fit
A 75 - 100
B 50 - 74
C 25 - 49
D 0 - 24

Fill in the range for each rating.

If unsure, use defaults
 Complete yellow sections Green sections contain notes to assist with completion
Engagement
Ranking Category Time Frame Score (%) Total Weighting Engagement
< 60 days 100 1
Event/Webinar Attendee Date
1 30% 2
(Contact field)
3
3 days 100 4
2 Form Submission 7 days 50 25%
30 days 25
Fill in the range for each rating
3 days 100
Visited High Value Web unsure, use defaults
3 7 days 50 20%
Content
30 days 25
3 days 100
4 3+ Website Visits 7 days 50 15%
30 days 25
3 days 100
5 Email Click Through 7 days 50 10%
Not all categories required. 14 days 25
Remove any that are not 100%
applicable
 Engagement
75 - 100
50 - 74
25 - 49
0 - 24

Fill in the range for each rating above. If

unsure, use defaults
High Value Web Content
List the full URL for each asset or web page identified as High Value Web Content
1 http://www.example.com/url1.html
2 http://www.example.com/url2.html
3
4
5
6
7
8
9
10
11
12
13
14
15
NOTE - Include the entire URL, including http://www
Grading Matrix
Objective: To help marketing set the threshold used to bucket propsects using spilt scores
Outcome: Ability to gain visibility and improve the quality of MQLs passed to sales

Legend: Profile Fit (letter) and Level of Engagement (number)

Explicit = Profile fit of Prospect (A,B,C,D)

Implicit = Level of Engagement (Scale: 1-4)

Action: Update the color code of each of your Spilt Scores

Key Legend:

Send to Sales for Immediate Follow-up

Mid-range scores might be routed to

telemarketing and/or inside sales for
further discovery

Further Qualification & Feedback from the individual

Required, Sales Accessible
 Grading Matrix

A1 A2 A3 A4

B1 B2 B3 B4

C1 C2 C3 C4

D1 D2 D3 D4

1 2 3 4
Engagement (Implicit)
Action Chart
Objective: To help marketing communicate an action plan with sales and other stakeholders.

Explicit = Profile fit of Prospect A 1

(Scale: A, B, C,D)

Action Plan
Score Description
A4 The right prospect, but no interest
B1 Good fit, very interested.
C1 The right prospect, but no interest.
D4 Wrong Fit. No Interest.
ion plan with sales and other stakeholders.

1 Implicit = Level of Engagement or Interest

(Scale: 1-4)

Action Plan
Action
Priority, but may need specific "why now" messaging.
Send to sales queque for follow-up.
Will these prospects ever be good.
Fulfill r.equest and segment