Lead Scoring System

Implement progressive lead scoring based on user engagement and conversion events.

When to Use

• User mentions "lead", "scoring", "qualification"
• User asks about conversion tracking
• User wants to optimize lead funnel
• User needs to track user engagement
• User mentions WhatsApp or form conversions

Lead Scoring Scale (1-100)

Score	Stage	Event
5	Awareness	Page view
15	Interest	Content view
40	Consideration	Inquiry started
60	Intent	Contact info provided
85	Evaluation	WhatsApp contact
100	Conversion	Form submitted

Event Implementation

import { LEAD_GENERATION_EVENTS, LEAD_SCORES } from '@akson/cortex-utilities/events';

// Track page view (Score: 5)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_PAGE_VIEW, {
  page_path: '/badges',
  lead_score: LEAD_SCORES.PAGE_VIEW
});

// Track content engagement (Score: 15)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_CONTENT_VIEW, {
  content_type: 'product',
  lead_score: LEAD_SCORES.CONTENT_VIEW
});

// Track inquiry start (Score: 40)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_INQUIRY_STARTED, {
  form_type: 'quote_request',
  lead_score: LEAD_SCORES.INQUIRY_STARTED
});

// Track contact info (Score: 60)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_CONTACT_INFO, {
  contact_method: 'email',
  lead_score: LEAD_SCORES.CONTACT_INFO
});

// Track WhatsApp contact (Score: 85)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_WHATSAPP_CONTACT, {
  phone_number_provided: true,
  lead_score: LEAD_SCORES.WHATSAPP_CONTACT
});

// Track form submission (Score: 100)
trackEvent(LEAD_GENERATION_EVENTS.LEAD_FORM_SUBMITTED, {
  form_id: 'quote_form',
  lead_score: LEAD_SCORES.FORM_SUBMITTED
});

Lead Database Schema

CREATE TABLE leads (
  id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
  phone_number TEXT,
  first_name TEXT,
  last_name TEXT,
  email TEXT,
  status TEXT DEFAULT 'new',
  score INTEGER DEFAULT 0,
  form_data JSONB DEFAULT '{}',
  created_at TIMESTAMPTZ DEFAULT NOW(),
  updated_at TIMESTAMPTZ DEFAULT NOW()
);

-- Index for quick lookups
CREATE INDEX idx_leads_phone ON leads(phone_number);
CREATE INDEX idx_leads_status ON leads(status);
CREATE INDEX idx_leads_score ON leads(score DESC);

Lead Statuses

Status	Description
new	Just created, not contacted
contacted	Initial contact made
qualified	Confirmed interest
proposal	Quote sent
won	Converted to customer
lost	Did not convert

SLA Tracking

Lead Score	Response SLA
85-100	1 hour
60-84	4 hours
40-59	24 hours
< 40	48 hours

Query High-Value Leads

-- Get hot leads (score >= 85)
SELECT id, phone_number, first_name, last_name, email, score, created_at
FROM leads
WHERE score >= 85 AND status = 'new'
ORDER BY score DESC, created_at ASC;

-- Get leads needing follow-up
SELECT id, phone_number, score, status, created_at
FROM leads
WHERE status IN ('new', 'contacted')
AND created_at < NOW() - INTERVAL '24 hours'
ORDER BY score DESC;

Key Rules

DO:

• Track all lead journey events
• Use standardized event names
• Update lead scores in real-time
• Monitor SLA compliance
• Segment by score for prioritization

DON'T:

• Skip intermediate events
• Use arbitrary score values
• Ignore low-score leads completely
• Forget to update status after contact

Analytics Integration

Lead events flow to:

• PostHog: User journey analysis
• GA4: Conversion funnel visualization
• Google Ads: Conversion optimization
• Slack: High-value lead alerts