Scoring Behaviors And Scanning Job Titles for Sales

****** eCornell sat down with Gainsight's Anthony Kennada at Dreamforce '13. Anthony shares tips and recommends best practices for engaging customers, driving growth, and dealing...

[MUSIC] As you think about scoring and in, in particular we're looking at things like are they going to our webinars? Are they downloading white papers? What actions are they taking and how they are interacting with us as a company? But on the behavioral side are they within our you know, title range that we're looking for. Are they you know, is, is the company that they're from within a certain sort of a revenue target or a number of employees. And really what we do is we combine both into our lead genesis. We use Marketo internally to be able to identify, you know, well who are the good customers and we wanna go after and, and be able to kinda divy those, those leads up to our sales team accordingly.