Speaker 0: Hi, everyone. Thanks for joining us today on this final morning of ParDreamin’. I’m Megan McFerrin, and I’ll be moderating this session. Um, we have two amazing speakers joining us today to talk about some great insights on using scoring categories in Pardot. So with that, I’d like to introduce our speakers, Becky Daniel and Jacqueline Day.

Speaker 1: Awesome. Thank voice so much, Megan. Uh, my name is Becky Daniel, and I am the marketing automation manager at Nelnet. And I work with several brands, and one of them is, uh, FACS. And I’m so excited to talk to you about category scoring.

Speaker 2: Jacqueline. Hi, everyone. So glad to be with you here today. I am the senior marketing manager for FACS. I’ve worked in K-12 EdTech for a little over eleven years now, and I work, um, in Baltimore, Maryland, and I’ve worked remotely for the past eleven years. So working remotely is very familiar to me. I’m sure to a lot of you as well. And I work with Becky on all things marketing ops, and I’m so excited to talk to you about this topic today. It’s been a huge part of our lives the past couple of years.

Speaker 1: Oh my goodness. And, of course, I touched too many things at once, so hang in there with me. Uh, so the first thing is just a level set, which is just what are scoring categories in general. Um, and to give you kind of a visual, to help you kinda think it through, you have, uh, scoring categories, which are like a suitcase, and you have overall scoring, which is like a ladder. So ladder, you can go up, you can go down. You can increase the score, you can decrease the score. You can do that through automations. You could say reset to zero. It’s it’s really flexible. Just whatever you want up and down. A suitcase, uh, for scoring categories is really whatever is in that suitcase, that is what is gonna be scored. And as long as it’s in that suitcase, it will stay scored to that prospect. But if you take it out, it doesn’t count anymore. And everyone who had that that element will now have their score decreased. So I’m gonna let you sit on that for a second. I’m gonna reiterate because it’s a lot to wrap your head around. But scoring categories are like a folder that you keep thinking. And then the overall scoring is like a ladder. So we’re gonna show you how that looks in Pardot itself, And it looks like this. So if you’ve gone to Pardot settings, into their scoring area, you can see that there’s scoring categories. And if you it’s so easy. You just use this little gear icon, open a folder. You can name it whatever you want, sunshine state, whatever, and you create a folder. And then any asset you put in that folder adds to that scoring, uh, for your prospect. So that’s what that looks like in Pardot. Um, we’re gonna go into a little more detail about how to use these. This can be very confusing if you’ve never used category or scoring categories before. You’re not really sure how would I use this. Why is this useful? Um, we’re gonna get into that a little bit.

Speaker 2: So scoring categories. When do you use them? When do they make sense for your organization? Would they make sense for your organization? I think that those are the big questions. And so the first two bullets here are I think are really the key questions. When do scoring categories really shine for you and your org? So if you have multiple companies in a Pardot business unit that go to different salespeople, or you have multiple products that go to different salespeople, scoring categories could be a good solution for you. So to give you a little background on our situation, when we first implemented Pardot and we were investigating lead pass, um, through into Salesforce, I realized that we had layers of complexity in our organization that we’re going to, um, pose a significant problem using the out of the box method of one score to rule them all. So Pardot sort of comes with that, you know, one score, one grade. And using that for marketing lead qualifying was probably not gonna work for us. And the reason that was the case is our organization, like many of yours, has multiple sales teams divided into geographic regions. Then they are further subdivided into what they sell, and we have over 16 products and services. And then they’re further subdivided into which types of customers they can sell those 16 products and services to. So any customer account could have multiple decision makers on that account responsible for one or more sales coming through the pipeline at the same time. And we concluded that we needed to be able to give very specific information to our sales team coming through Pardot into Salesforce about which product or service that prospect was qualifying for, what that specific activity or engagement was regarding that product or service. And, crucially, we needed to be able to requalify that prospect due to every one of our products having a very individual variable sales cycle. And so all of those things were such a complex equation. And when we were investigating Pardot, um, and looking at options, I said, oh, Becky, I think that scoring categories would be a great solution. And Becky said to me, um, I think so too, but this seems like it could be pretty complex. And so, you know, that started us on our journey.

Speaker 1: About two years now of implementing scoring categories and then all the things we learned along the way. So you guys are really I mean, you guys are where we wish we were, uh, two years ago. So we wish that we knew all this from the start, uh, and so we are super excited to share you with you all the things. Uh, one of the big things is if you allow your, um, business unit to have multiple prospects with the same email address, maybe it’s like office@company.com goes to the VP and also the secretary, and you have them both in your your org. If you allow that in your business, fantastic for you. Don’t use scoring categories. It’s just gonna mess it up. Um, but if you if your business can go to a one email address to one person scenario, you will be able to track them a lot easier, understand the engagement that’s happening, and use scoring categories just fine. So heads up there. Um, also, you’ll need repeating engagement studios. So that could be, um, buying them separately or buying, um, having a subscription that’s at a level where you get repeating engagement studios for free just as part of that package. So I guess free isn’t really a thing, but part of that package. And and the IT team really limits how many of these can of these you can have because, um, the more automations that happen on a daily basis, the slower that that it slows everything down for your organization, potentially for others. So they don’t want a million daily repeating automations to happen. So they really limit how many you can use. So you have to be strategic about those, uh, with using scoring categories. And then, also, you wanna add a little dash of chaos in your world because that’s what scoring categories are, my friends. Just a little little something extra just to spice up your life. Um, you’ll never know what you discover. You’re like, oh, this is interesting. This has changed things. Yeah. You just like a little chaos. As if Pardot admins don’t have that already and marketing managers don’t have that already, just a little something extra, then then come enjoy this scoring category world. So if you are unfamiliar, we just wanna give you some differences between the overall scoring category and, um, scoring sorry, scoring categories and overall score. So, Jacqueline, um, scoring categories only pay attention to assets in a folder or in that briefcase that we’re talking about. Why would you need that?

Speaker 2: So I think this is one of the key things and one of the key differences between scoring categories and having that sort of one score to rule them all. When you’re segmenting assets into a scoring category folders rather than having all of your assets roll up into one score to rule them all, it really changes the way that you are doing everything. So when we, um, started to lay things out and create our new process, we knew that with over 16 different products and services, one of the things that was important to us and to our sales staff and to other stakeholders within the company was to be able to measure the impact of our demand gen marketing that was specific to one product or service. And that was much more easily accomplished if all those assets were segmented into scoring category folders. And we, and sales, and our entire organization, weighs product leads differently. Some qualifying leads for certain products may have higher revenue projections than others. And we will expend more resources both from a marketing perspective, a sales perspective, from a global organizational perspective, ensuring that we have a stable pipeline of those qualified leads and that those opportunities are closed for those products. So we want to have a focus on creating more assets for those products, and we have more scrutiny on the success of those assets, Whether they’re driving more engagement, whether we see positive outcomes. And by segmenting those into scoring category folders that’s tied to a scoring category, we ensure we have control over that entire life cycle of that scoring category over that lead data and all data associated with it all the way through from Pardot to Salesforce. Mhmm.

Speaker 1: Absolutely. So for example, each of the products, um, are tracked through our reporting. So we can see how many marketing qualified leads for every product happen from month to month. And then we as a marketing team, we have, um, goals of how many qualified leads that we’ll have every year so that we can pass it off to sales so that they can have their metrics as well. So you can see that progress of, okay, we are low on this product this month, and and, you know, we’re six months in. We really need to ramp up, so let’s pivot. Let’s do some campaigns specifically for them. Um, so it really gives you that flexibility when you have so many products at different ROI levels. Absolutely. So So some things to keep in mind, um, this overall scoring category is gonna ignore anything that’s in those folders. So your scoring category folders, um, you might add up all those scores and you’re like, that equals, you know, I have five different scoring categories. And if I add them together, they equal a 100, but the overall score says 25. Why is that? Well, it’s because your overall score ignores anything that’s in your scoring category folders. So anything that your prospect interacts with that’s not in those folders, they’ll get points for it. They’ll get a score for. Um, so that’s a really big difference to keep in mind. Another thing is if you move something out of that folder, for example, you archive an email that had a specific, you know, um, plus 50 to this scoring category, it will it will be essentially removing that from that folder. So any prospect that interacted with that asset that is now archived or deleted, um, that score goes down for all of them. So it’s really important when you’re doing your naming conventions that you identify if you’ve added a completion score, uh, or com completion action that changes that scoring category in any way. That way your team knows just not to delete them, not to, um, get them out of your system for a very long time until Pardot comes up with a different solution. Um, or you can add scoring categories in other ways outside of that email or inside of that engagement studio as much as possible. So things to think about. Um, also, you cannot manually change a person’s category score. So what’s beautiful about the overall scores, I can just go into a contacts profile. I can just edit that score real quick if there was an error or something was weird, um, or I can I can import export? So I can download a huge list, and I can change the scoring according to what it needs to be. And I can upload and it change changes that overall scoring category or, um, overall scoring. But a scoring category is different. It will only let you change if you do an automation inside Pardot. So those are, uh, one off automations or that is an engagement studio. So those are your only options to change the scores. So we’re gonna walk you through how to do that. Oh, you also don’t have the reset to zero. But that you have with an overall category score, you have a completion action that says reset this score to zero. No, my friends. You do not have that option.

Speaker 2: So if you can avoid the scoring category, you can live a happy and content life without it. Um, that is a great motto to live by. And what I just said about being able to reset the scoring category or the score to zero and not being able to do that with scoring categories is a great, uh, reason why because we tried to do that for a long time early on, and we kept saying, oh, hoping we could reset these. Just press the button and reset these after we’ve made a couple of mistakes. But category scoring is complex, so if it doesn’t sound like something that would suit you or suit your team, you probably don’t need it. But if it does sound like something that could really benefit you, your team, your reporting, your sales team, it is worth the time and resources. It’s just important to understand that there will be a resource spend. There is a training component, and internal teams will need to be on board with all of those various components in onboarding and developing the processes. Mhmm.

Speaker 1: So this is a good part where we will just stop for a minute. And if you decide this is not for me, I’m out, you can leave and we will be we will applaud you and it’ll be totally fine and we won’t take it personally. We’re just gonna take a second. It’s totally fine.

Speaker 2: Look deep within yourself. No. I’m kidding.

Speaker 1: But if you’re still here,

Speaker 2: it’s worth it.

Speaker 1: If if you’re still here, if you have any of these pain points, we’re gonna show you how to how to get through the chaos. Okay? So just hang out with us. We’re gonna get you through it. Um, so if you have these pain points, let’s go. Okay? Flying fountain. Yeah. I’m in.

Speaker 2: Alright. So the secrets to success. Here are the three main problems that you may have at your organization, and there are some solutions. So, Becky, here’s sort of the first problem that we came up with, and that was we needed a way to identify an MQL that was ready for sales to look at. How do we that?

Speaker 1: So we had to create an MQL automation for every single scoring category, every single one. So we started, I think, with eight, and now, uh, we’re at 16. So every time there’s a new product or something specific we wanna measure, we do have to create an entirely new automation to focus on that, um, especially. Mhmm.

Speaker 2: Alright. With scoring categories, one of the things that we realized was a problem is what if they already had the product? So we needed to suppress someone who is are who already had the product, or we needed to send them to the customer service team if they were having service issues or questions about the product. So how do we solve for that? Mhmm.

Speaker 1: Absolutely. We have clients all the time who will watch a webinar about a product they already have just because they’re onboarding someone new or maybe have some questions or, um, you know, they only do that one function once a year, and so they just need to refresh your course. So we really our sales team really didn’t wanna talk to those people. I mean, they loved them. They didn’t wanna talk to those people. So we just created a dynamic list that looks in at the, um, so account level. Do they have this as an asset? And if so, we create a dynamic list so we can use it as a suppression in that MQL automation for every um, category score.

Speaker 2: Alright. This is a really tricky one. What happens if someone qualifies in a scoring category, does not purchase that product? How do they qualify again in the future? So the sales team is notified of that. Mhmm.

Speaker 1: So if you were paying attention and you noticed, okay, if I can’t change someone’s number through import export, how am I going to make it? You know, they can become a qualified person once, and then their score goes up for forever. And and, you know, what happens then? You could create lots of different MQL ladder steps, or you just create an engagement studio to reduce the scores of those people for every, um, category. Now note on this, you’d have to do those pretty much on a daily basis to keep your MQLs clean to sales. And that, again, is that that limited number of repeating engagement studios. So just keep that in mind when you’re building out, um, that you’ll need access to repeating engagement studios and that those are limited for every organization. So now I’m gonna show you what we did for marketing qualified leads. How what did that automation even look like? So here’s our secret sauce, my friends. Um, ignore things that don’t make sense, but here’s what what it looks like. So for us, we have a scoring category of a 150 for the majority of the products. Um, so if their scoring category is greater than one forty nine, um, I know that’s weird to do, but just keep this is important. Believe me, don’t say it’s greater than one fifty. You have to say greater than one forty nine if your score is one fifty. So words wise. And then is that person not on that asset is active list? So for us, we’re look we’re looking at, um, an automation for tuition management assets. Uh, and so that’s what that disqualified list is saying. And then we also have a list that says disqualify. So our sales team, uh, they reluctantly disqualified some people. But maybe somebody had, like, a really bad experience or maybe they were like, I will never ever buy from you because you spelled my name wrong or something. Okay. So they sales has a list that they can add people to, um, that’s just disqualified. They’re not gonna be interested. We don’t wanna keep bugging them. Um, so we use that to suppress people from this automation as well. And then if it contains if the email contains something like test or fax. So Jacqueline’s gonna test out a lot of automation. She’s gonna fill out forms. She’s gonna watch webinars. Her her team, uh, my operations team is also gonna do that. So we want to filter those out. So any of our internal team or anyone who’s who’s using test, uh, we filter those out. And if someone so if someone has a score of one fifty, they don’t already have the product. They haven’t been identified as sale from sales as someone who really is not gonna be interested, and it’s not someone from our internal team or a test, then they are qualified. So their, um, score is going to, um, trigger a bunch of actions. So here’s the actions that happen. So we add them to a list. This can be called anything. We started with it calling nurture TMG, um, because we had grand plans for this list in addition to automation scoring. But it can be called hope, joy, and love, whatever you wanna call it. But, um, you need them to be on a list that will go feed into your engagement studio. So that’s your first action. Second is we created a bunch of fields so that we could track how many marketing qualified leads we create and we can report on. So we have a field that’s, um, MQL date is today. By having that automation, it triggers them to go into a task queue for sales saying they qualify today. We have a counter to see how many times they qualify as a MQL. Um, Someone might qualify lots and lots of times, and we wanna know that, uh, for sales purposes. Oops. Apparently, up and down also works side to side. Then we also have custom stamps for every category score. The reason why is, um, this allows us to see not just that they qualify as marketing qualified lead, but what they qualify for specifically. We discovered that for our team, that’s really important. So we marked that as today. And then we have each category score has their own counter as well. So we can see if someone qualifies for this specific product 10 times but still hasn’t bought. Oh my goodness. What is happening? Like, what are they secretly working with a competitor? Um, are they still in the research stage? Like, what’s happening there? And then we have something called the most recent MQL. This allows our team, um, um, to know if they qualify for one product today and a different product tomorrow, you know, what they are most interested in. So maybe they qualify for something six months ago, and it didn’t go through. But they’re interested in a different thing now. You know, that’s really helpful for our team to know.

Speaker 2: So this is one of the best parts of this is once we’ve gathered all that data, Becky mentioned that we’re passing this over to a task queue in Salesforce, and then sales works all of the leads within that task queue, and all of that data is passing from Pardot over into the task queue. And we can see the most recent MQL reason within that task queue. Also, all of that information is passing from Pardot over onto the lead contact record within Salesforce as well. So that’s one of the best things about this because it records a snapshot of that prospect’s lead qualifying history across the entire spectrum of our product suite, not just a single score. So we can see as sort of this large enterprise B2B company, we can see how many times they’ve qualified for specific products and the most recent date when they qualified. So that helps us develop better segmentation profiles for marketing, but it also helps us get better data about specific individuals and many individuals at specific accounts. So I think this is how we’re tying all of this together in a real world application way when people are out in the field working or contacting clients or when we as a marketing team need to pull this together in campaign planning. Mhmm.

Speaker 1: So all all of this, like Jacqueline says, goes into a task queue for our sales team to work. And with so many different products, it’s really helpful to have a a most recent MQL reason that they can filter on. So some of them have that, um, they only work certain products but not others. Um, or, you know, there’s there’s columns that are size of company. And so some of them will do filters based on size of company and most recent MQL, so that product and that size. So they can create lists to help simplify that queue for them, um, which makes they their job a lot easier and less clicks all around, which is always a good thing. So how do we do that reducing that we’ve talked about? How do we reduce that score? So if they’re not ready to buy today, we’ll be notified if they’re ready to buy tomorrow. So what we’ve created is an engagement studio that cuts down that score. So it’s all about the math in this one. Okay? So, um, the first thing that we ask, we say, okay. Is this person on the list? Um, so you could have one engagement, uh, studio that has 10 different products. You know, that’s completely fine because your first logical rule that you’re looking at is, are they on this list? Did they qualify for this specific scoring category? If they did, then we’re going to adjust that score. We do automation that says, okay, are they higher than 900? We’re gonna reduce their score. So for us, we didn’t wanna reduce somebody’s score to zero if they had qualified in the past. Um, if they were interested enough to get to one fifty at one point, we wanted them to be able to qualify again easier in the future. So we said we’re just cutting their score in half. We’re not taking it all the way to zero, but you could do it to any number that you want. So for us, our ideal number for someone who qualified once, we’re gonna reset them to 75 points. So there’s a lot of for us, there were people that had category scoring, you know, crazy scores. Just, um, so we were just starting from the beginning. We said, okay. If they’re 900, take 825 out. If they’re 800, take out seven twenty five. You know, all those kinds of things. You can do a report to see what’s your top level. Um, you know, what is the highest score that someone has, and then make your automations around that so that they, you know, stay a certain level. And then just a heads up, uh, just use a calculator to try that you can get on, um, Google. You can do a random number generator between x and y numbers, and then just try it, um, over and over and over again. So for us, we had to have, like, a subtract twenty five three times to make sure that we could get to 75 for all these different scores. So it’s not exactly perfect where it’s like, you know, you have a pattern for the first three and you’re like, oh, you just do that all the way to the bottom. No. No. No, my friend. The closer you get to 75, the more you have to work the numbers. So just a heads up on that to to work it through.

Speaker 2: Yeah. When we were doing that step, I got lost.

Speaker 1: I spent I spent probably I don’t know how long. I’m just trying to figure out which numbers. I was like, hey. Random generator. Go. Calculator. Calculator. Calculator. Right. Random generator. Go. After the calculator. Add another step. Okay. Now try this. And it was I mean

Speaker 2: Like, we need to leave we need to leave Becky alone for a little while.

Speaker 1: All my numbers everywhere. Yeah.

Speaker 2: It’s like that gift. Um,

Speaker 1: Yes. Yes. That’s exactly what it was.

Speaker 2: Oh, alright. So recapping, Becky. What’s our recap?

Speaker 1: Alright. So this has been a lot, like, so much at you at once. So we’re just gonna take it back a step. We’re just gonna, you know, just simplify it again. Make sure you got the steps. So your first thing is how do you qualify the lead? And you’re gonna create a marketing automation for every scoring category that you have. So that’s step one. Number two, how do you make sure your clients aren’t getting tangled up in these before they get sent to sales? Right. You’re gonna create a dynamic list to suppress them as part of that automation. And then number three, how are you gonna reduce that so that they qualify in the future? You’re gonna create an engagement studio to do all that math for you on a regular basis. And the secret is if you allow duplicate, like, across more than one prospect to have the same email, your engagement studio will fail. It only allows for one to go through. So if you so your second person, like, that has that same email, if they come to that engagement studio, engagement studio will go, I don’t know. And then you just you they’ll repeat on the other automations over and over and over again. So your salespeople will get the same person and start losing faith in the MQL process entirely. Do not do it. So if you’re gonna start, uh, scoring categories, just clean up that data first so your sales team doesn’t have to deal with it. You know, get them on board, help them clean it up, um, so that you don’t have that those automations that are constantly repeating. Keep that data clean, my friends. Clean data.

Speaker 2: Mhmm. And a couple tips and tricks from the brand side or the account side when you’re working through this process with your marketing ops team is to ensure that you have a plan to train your sales team or your SDR teams while you’re implementing because the implementation will likely go in stages. This isn’t going to be a one and done. And then make sure you have a plan again to go over everything once you feel like it’s everything’s in place. Get buy in from your sales leadership and make sure you’re over communicating. That’s really, really key to the success of this. Um, also having a few power users on your sales staff that you can turn to to test out this this process as you go along or to give you feedback, um, about what’s working, what’s not working so you can troubleshoot is really helpful. And then they can also train other sales staff too. So that’s that’s a nice way to tie those two things together. And then, also, Becky mentioned this, but I wanna come back to it. You one of the benefits here is playing around with the scoring threshold for each category. So the beauty of this is that you can set parameters that make sense for you and your organization. Um, so or in each case, each product or service. So we some of your products may have a lower barrier of entry. Um, leads may qualify faster. And so you can adjust those entry level scoring thresholds accordingly and say, well, we know that people may buy this product more quickly or may warm up faster. And so that’s one of the beauties of this is that you can change it to serve the needs of your organization and make, um, lead passing that much smoother to sales. Mhmm.

Speaker 1: Absolutely. One of the things that is so fantastic is when you are rolling this out for training for your sales team is to have already established with your sales leadership what their expectations are for how fast to work that MQL task. Um, you know, is is every day the expectation? Is every other day? Is once in six months? You know, just setting the expectations, um, showing, you know, if you can have a report that just shows, like, this is what’s what the leadership is gonna be looking at, how many tasks are open, how many are closed. They’re gonna be checking this every week. So just a heads up. Setting those expectations at the very beginning is gonna help your sales team know that this is from their director. As long as that that sales management is the one saying, here’s our expectations around this process, Then sales has ownership, and that’s gonna create a really great dynamic for success moving forward. Um, it’s it’s gonna be great. So thank you so much for listening to us going on and on about category scoring. We really appreciate it, and there’s so many comments that I’m really excited to look through. Um,

Speaker 2: so

Speaker 1: right now, we’ll just stop and look for for, uh, any questions, Megan, that we can answer.

Speaker 0: Yeah. Definitely. Thank you, guys. That was such an insightful session on a topic that I think can be confusing to a lot of people. Um, so, yeah, like they mentioned, we have about six extra minutes for Q&A. So if you guys have any questions, go ahead and drop them in the chat. Um, and I believe I’ve seen a few come through. Let’s see.

Speaker 2: I saw one earlier about forms with scoring categories, and I saw you answered that one, but I just wanted to mention that we have actually had a few experiences with using forms with our scoring categories, and we’ve approached that a couple of different ways. So we will have a one to one form per scoring category. So a specific product form tied to a specific product, uh, scoring category for that product. And we also had a situation where our sales team wanted to have a more generic form. So I for example, a form where you have a drop down and you can select multiple products that you’re interested in. And we thought, uh-oh. How are we gonna do this with scoring categories? This is gonna be a huge problem. But, Becky, I don’t know if you wanna talk a little bit about how we solve for that because I think the team came up with a great solution.

Speaker 1: Yeah. So we created a a general inquiry category score. And so anytime they did our general form, um, they would qualify there. And then we had a field that would, um, we would clear out after two weeks. So the sales expectation was, okay. They’re gonna work this lead within two weeks. So they can select, you know, 10 thing products they’re interested in and fill out that field, then that’s great. And then two weeks from there, it’ll be cleared so that the next time if they fill out the form in the future, it it’ll be accurate to what they’re interested in right now.

Speaker 0: Yeah. Awesome. Those are great ideas. Um, another question I saw through or saw come through is do you guys have any tips on, um, using scoring categories for reports in Salesforce?

Speaker 1: My friend, Mandana, would be the right person to ask. So Pardot integration will create those MQLs. So you can create a report that says, alright, was a task created by Pardot integration? And if so, um, who is who became assigned to that task? And we can look and see if it’s still open. Is it closed? Um, there’s a lot that you can see there that that is really the key to be able to see how many you’ve collected across, um, time.

Speaker 2: It depends on the what you’re trying to report on because I think that that is complex. Whether you’re just trying to report on the number of leads and the status of those tasks, if that’s the route that you’re going with that pass through, versus whether you’re trying to show a more complete, um, life cycle of those tasks all the way through to open closed opportunities. That’s where that reporting gets, um, more difficult.

Speaker 1: Yeah. That that becomes something definitely to work through because, um, yeah, there’s some great sessions about how to automate contacts with opportunities, uh, this this, uh, ParDreamin’ experience, and I think that is super helpful. There’s definitely gaps in the cycle that you’ll have to map through and Right. Try to optimize as much as possible.

Speaker 2: Yes.

Speaker 0: Yeah. Certainly. And just one more thing to add there as well. You can create custom report types, um, that look at scoring categories specifically too. Um, so if you’re looking to report on the scoring categories themselves, that might be a good option as well.

Speaker 2: Perfect.

Speaker 0: Alright. Um, one other question that I just saw come through. Oh, it actually disappeared. One question that was asked is, are you able to time stamp, um, the step where you were creating MQLs through the automation?

Speaker 1: Um, so we date stamp. I don’t know that I mean, for us personally, it doesn’t make more sense for us to get more granular than that, But that’s what we do. We date stamp at the at the automation level for every category score. Perfect.

Speaker 0: Alright. I think that covers all of the questions that we had. So, um, yeah, that concludes today’s session. So thanks again to the both of you for joining us and a shout out to our sponsors too for helping make ParDreamin’ impossible. Um, so make sure that you stop by the sponsor booths to learn more about what they do, and you’ll also get points to win some prizes. Um, so we have a great session about career paths coming up after this. So if you’re interested in that, head on over there to check that out. Otherwise, take a look at the agenda to see the rest of the sessions coming up today. And with that, I hope you guys enjoy the rest of our dreaming. Thank you, guys.

Speaker 1: Thanks.