Lead Scoring Matrix
Each lead is scored based on the weighted combination of detected signals. Higher scores indicate stronger buying intent.
🔄 Leadership Change
30
👥 Multiple Changes at Same Institution
25
📋 Network Contract Expiring (≤12mo)
20
🏗 Campus Expansion / New Construction
15
⚠️ Outage / Connectivity Complaints
15
💰 Budget Cycle Alignment (Q3/Q4 Fiscal)
10
80+ HOT
60–79 WARM
40–59 COOL
<40 COLD
Hot (80–100)
Ready to engage — high confidence, recent signals, strong fit. These leads have multiple active buying signals and should be prioritized for immediate outreach.
Warm (60–79)
Worth pursuing — moderate signals, needs validation. Promising indicators but requires additional research or a qualifying conversation.
Cool (40–59)
Monitor — early signals, not yet actionable. Some indicators of future opportunity but timing or fit hasn't matured.
Cold (0–39)
Low priority — minimal signals or poor fit. Keep on radar for future changes but do not allocate active pursuit resources.