Businesses have a lot of data about their customers, but often that data isn’t being put to work. Creating scoring models offers you a clearer view of your customer data so you can understand who is engaged and who isn’t, who is showing advocacy and who is close to churning.
Ortto’s new Scores feature allows you to set up scores for lead qualification, product engagement, and customer health. Customer health refers to how engaged and happy with your product/business a customer is. You can use a set of activities and filters from your CDP to determine a score that marketing, sales, and customer support can use to identify customers that are showing advocacy or disengagement. You can then use scores as filters to build audiences or as entry and exit criteria in your journeys and playbooks. Find out more about setting up scores in Ortto’s blog.
Scoring customer health enables you to measure whether a customer is showing signs of loyalty or churn. It is a method of calculation that gives an accurate and timely snapshot of the overall customer experience, compared to a survey like a Net Promoter Score (NPS), customer satisfaction score (CSAT) or a customer effort score (CES), which tells just part of the story at a moment in time.
Ortto’s Scores feature allows you to incorporate an amalgamation of activities and behaviors that represent overall engagement and satisfaction with your product or brand at any given time. And, a half-life/degrading model (i.e. the time in which the lead will be half as valuable as it was on the day of the lead’s last interaction) is automatically added to scores for behavior-based actions to ensure recency. This means you can get more intel on how your customers are really feeling about your brand at any given time.
Activities and behaviors connected to various touchpoints your customer has with your brand that could be incorporated into a customer health score include:
Support tickets lodged and resolved
Responses to NPS and CSAT surveys
Time as a customer
MRR, CLV or average purchase price
Product usage (e.g. how many times a user logged into their account)
Signs of loyalty/advocacy
Activity within forums and community channels
Interactions with chatbots
A customer health score can be used by several teams across the business in different ways:
Customer support can gauge overall customer satisfaction at any given time
Sales can identify upgrade opportunities
Marketing and sales can identify and prevent churn
Product marketing can identify advocates and case study subjects
You could also set activities with negative scores. For example, an activity such as the user not logging into their account for 30 days would indicate churn, and would therefore negatively impact the customer’s overall score.
Setting up scores is simple, follow the steps below.
Go to Setup and select Customer data
Go to Scores
Click + New Score
4. Give your score a name, and select a score emoji icon as well as a Score half life period. (Note the half-life period will only apply to activities, not filters.)
5. Add your score criteria by clicking + New criteria and selecting either a filter or an activity.
The activities and filters included in a customer health score model will vary from business to business. For example, a B2B SaaS company that enables teams to manage task workflows and improve collaboration could set up a customer health that includes the following activities:
Amount of tasks created
Amount of dashboards created
Amount of team members added to a shared dashboard
Amount of tasks assigned to/shared with team members
Time spent on the platform/amount of logins
Interactions with chatbots/customer support
NPS/CSAT survey responses
Another example: An in-app microlearning tool might determine positive customer health based on the following activities:
Time spent on the app
Number of courses completed
Number of milestones/badges achieved
Number of referrals sent
6. Assign a number of points based on the importance
It's up to your business to add weight to certain activities. Continuing with the task management example above, the creation of a task could be worth 100 points but the creation of a dashboard could be worth 200 points.
7. Click Create criteria
8. Continue until all criteria are loaded and switch your new score type ON.
Once your scores are set up, Ortto will use this model to assign the customer, product or lead a score out of 5. This score will appear in the people section of your CDP and can be used as a filter to build audiences or as entry and exit criteria in your journeys and playbooks.
Every business should have visibility over how their customers are feeling about their product offering/brand, and the easiest way to achieve this is by building a customer health score. Try out Ortto’s new Scores feature for yourself by signing in or signing up today.
You might also like:
Learn how to navigate data reporting in a downturn and prove the value of your marketing efforts. Discover how to choose a specific metric, set up a collaborative marketing dashboard, and utilize data to demonstrate your marketing ROI.
Insights from a MarkOps expert on building a successful inbound marketing operations strategy, including effective segmentation, personalization, and data management.
Learn how checklists, checkpoints, and progress bars can boost user activation and retention in your SaaS product. Get real-world examples, avoid common mistakes, and optimize your onboarding process to increase revenue.
“We were looking for a solution that was really easy to use, didn’t require a tech team, and would have a robust integration with Salesforce so we could trigger sales communications in a smarter way. Nobody else out there has what Ortto has.”
Build a better journey.