When setting up Engagement Minutes for activities and Engagement Minute weighting, you can use the following recommendations as a guide.
Activities
Page Visits
- Don't include: Careers, Unsubscribe, Login
- Weight higher: Features, Pricing, Demo Request, Contact Us
- Weight highest: Landing page URLs for high value content
Open Sales Email
Generally regarded as outbound engagement.
- Assign minimal engagement (0.1 minutes)
Marketing Email
Generally regarded as outbound engagement.
- Assign minimal engagement (0.1 minutes)
Demandbase Email Open
Generally regarded as outbound engagement.
- Assign minimal engagement (0.1 minutes)
Inbound Email
-
Don't include: Out of office, OOO, Test, Bounce
- Assign 1 minute
Meetings
-
Assign actual minutes
Intent
- High and medium intent: Assign minimal engagement (0.2 and 0.1 minutes)
- Low intent: If you don't want to include, don't assign a value.
Programs/Campaigns
Webinar
Score high value engagements.
-
Attended
-
Registered
-
Engaged
Advertisement
-
Contains: Ad Title
-
Status: Clicked
Tradeshow/Roadshow
Score high value engagements.
-
Registered
-
Visited Booth
-
Engaged at Show
-
Engaged at Post Show
CRM Activities
Generally regarded as outbound engagement.
-
Assign 0.1 minutes
Call
-
Does not contain: Wrong Number, No Connect, VM, voicemail
-
Assign 1 minute
Weighting
Identify your Ideal Customer Profile and weight accordingly.
-
C-level = 200%
-
VP = 150%
-
Director = 125%
-
Manager = 100%
-
Other = 50%