All sales leads are not created equal.
Now a new tool from startup InboxQ seeks to automate the qualification process for sales professionals, helping sort the good leads from the duds, all through a website contact form.
InboundScore launches Tuesday as a more intelligent alternative to the typical website contact form.
The product takes an inbound lead’s email address and company URL, scours public and private data sources for individual and company information, and spits out a detailed lead report with a score between 1 and 100 that also includes up to 25 appended data points.
The intelligence-gathering contact form comes from one year-old Y Combinator alum InboxQ, a four-person, San Francisco-based startup that makes web and browser-based technologies to help companies filter the Twitter stream for sales leads.
“The sweet spot is 10 out of 100,” InboxQ co-founder and InboundScore creator Joe Fahrner said of the lead-scoring tool in an exclusive interview with VentureBeat. “Any lead that scores 10 or higher tends to be a real actionable lead.”
How does it work, exactly? A bit like magic — socially- and digitally-informed magic, that is. The scoring methodology and data aggregation elements are part of the startup’s secret sauce. But, generally speaking, as Fahrner explained, the tool does a bit of real-time web crawling, using the provided email address and website URL, to gather information from social networks, company websites and other sources.
The final report can include the contact’s bio, LinkedIn, Facebook and Twitter profiles, the number of Twitter followers the contact has, analysis on how the contact uses Twitter, the contact’s estimated buying authority, along with information on the company’s estimated revenue and financing history, its social footprint, and the company’s website traffic, rank and visitor demographics.
The score that InboundScore comes up with should be a pretty accurate reflection of the quality of the lead, with higher scores pointing toward better prospects. The score will (theoretically) work across all industries.
“The current scoring methodology is one-size-fits-all … it’s useful for anyone out of the box right now,” Fahrner said, though he admitted that certain indicators factored into the score, such as Facebook fans, will have less relevance to some businesses.
InboundScore employs much of the same technology parent-company InboxQ uses to filter and identify Twitter sales leads.
“What we’re building is a generalized filter for any type of inbound communication,” Fahrner said of the company’s grander ambitions.
The company is launching the new lead-scoring service into private beta Wednesday, and it will be free to start. When the public launch comes later in the year, InboundScore will start at $29 per month, with scoring customization features and high lead counts costing extra. Fahrner believes the relatively approachable price point will help the startup attract small to medium-sized businesses and startups that can’t typically afford much more costly enterprise lead-qualifying solutions.
Want early access? You better hope that you (and your company by association) have a high InboundScore, as the startup is qualifying would-be customers with its own software. Clever.
[Image via of lincolnian/Flickr]