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AI Lead Scoring

HARi’s AI scoring helps you focus on the leads most likely to convert. Every lead gets a score from 0 to 100, updated automatically as interactions happen.

How scoring works

Section titled “How scoring works”

The score is computed from three categories:

Profile fit (0-30 points)

Section titled “Profile fit (0-30 points)”

How well the lead matches your ideal customer profile:

  • Job title seniority and relevance
  • Company size and industry match
  • Geographic fit
  • Completeness of contact information

Engagement signals (0-50 points)

Section titled “Engagement signals (0-50 points)”

How actively the lead interacts with your business:

  • Email opens and replies
  • Website visits (if tracked)
  • Meeting attendance
  • Form submissions
  • Content downloads

Recency and momentum (0-20 points)

Section titled “Recency and momentum (0-20 points)”

How recent and frequent the interactions are:

  • Last interaction date
  • Interaction frequency trend (increasing = more points)
  • Time since first contact

Score decay

Section titled “Score decay”

Scores are not static. If a lead goes quiet, the score gradually decreases:

  • No interaction for 7 days: -2 points
  • No interaction for 14 days: -5 points
  • No interaction for 30 days: -10 points

This ensures your hot leads list always reflects current reality, not past interest.

Auto-movement rules

Section titled “Auto-movement rules”

Combine scoring with workflows to automate your pipeline:

Auto-qualify: When a lead’s score crosses 20, automatically move it to “Qualified” and notify the assigned sales rep.

Auto-nurture: When a lead’s score drops below 15, move it to “Nurture” and trigger a re-engagement email sequence.

Auto-archive: When a lead’s score stays below 5 for 60 days, archive it to keep your pipeline clean.

Viewing scores

Section titled “Viewing scores”

Scores appear everywhere you see lead data:

  • List view: score column with color-coded badges (green > 50, yellow 20-50, grey < 20)
  • Record page: score widget showing current score, trend arrow, and breakdown
  • Kanban: score badge on each card
  • Dashboard: “Top scoring leads” widget

Customizing the model

Section titled “Customizing the model”

The default scoring model works well for most B2B sales. You can adjust it in Settings > AI Scoring:

  • Change point weights for each category
  • Add custom scoring rules (e.g., “+10 if industry = SaaS”)
  • Set your own thresholds for auto-movement
  • Exclude specific lead sources from scoring