Overview
Describes the considerations when setting up a program of Activity Scoring. Before you create an
Activity Scoring program, even if it is only a single Scheme, you should carefully consider what you hope to achieve. Having a clear vision of your objective will help you to make decisions that will move you closer to the goal.
The reasons for starting an Activity Scoring program generally fall into two categories: measuring and modifying behavior. If you want to modify user behavior (increase sales, encourage them to complete more training tasks, and so on), you will need to consider how you want to communicate information about your scheme. This includes determining who will be included or excluded, how their participation will be measured, and how you will reward engagement. If all you need is to measure user behavior, you may opt not to inform your users. You may also choose a phased roll-out where you'd set up the schemes and capture baseline data before informing your users to modify behavior.
It is important to understand the power of Activity Scoring. Once you have implemented this functionality, you will be able to measure and reward Partners who are more heavily invested in your offering. Without Activity Scoring, your ability to track Partner behavior and modify it is limited.
You should also consider how you will evaluate the success and value of your Activity Scoring program. An Activity Scoring scheme is a tactical measure but it should contribute to a strategic goal. For example, your strategic objective may be to reduce the number of support calls by encouraging people to take training courses so they can fix issues themselves. You could create a very successful Activity Scoring scheme that all of your partners enthusiastically engage with but it will only be high value if a concurrent reduction in support calls occurs.
Once you have a plan, you should configure your Activity Scoring schemes next.
Creating a Robust Activity Score Program
A robust Activity Score Program is one that delivers real benefit to your Partner Program. Preferably, you want it to encourage your Partners to engage more enthusiastically with your program. Activity Score schemes allow you to track Partner activity and reward desirable behavior. You should carefully balance the value of an action against the effort the Partner must invest to complete the action.
Remember that you can use Activity Scores to encourage Partners to increase or decrease behaviors. This change can be direct (apply the change to the user that you want to give a different experience to) or indirect (apply the change to another user than the one you want to give a different experience to.
Below is an example of an Activity Scoring Scheme that includes a justification for each score.
| Activity | Score | Justification |
| Pass a Training Module | 5 points | By passing a Training Module, the partner increases their skill with your product. It also demonstrates they are invested in working with you. |
| Pass a Certification | 15 points | This is similar to Passing a Training Module but represents a greater investment on the part of the Partner. A Partner that actively creates deals is interested in selling your product and should be rewarded. |
| Register a Deal | 1 point, capped at 20 | This score is capped to prevent the creation of fake deals to gain points. Partners will still be able to advance in rankings by closing deals. |
| Close a Deal | 1 point per $1000 | A closed deal represents direct revenue and should be rewarded proportionally to the value of the deal. |
| Deal Registration Approved | 5 points | An approved deal registration indicates the Partner is creating relevant and valuable opportunities. |
| Convert a Lead | 1 point, capped at 20 | Converting a Lead is a positive indicator that they are qualifying Leads and proceeding with them to the next state. If Lead conversion is a vendor-led activity, you may opt to remove the cap on this score. |
| Create a Lead | 1 point, capped at 20 | A Partner who actively adds leads is an engaged Partner. |
| Accept a Lead | -20 points | Accepting a Lead is positive behavior, but we set this as a negative point value to ensure that the next lead will be distributed to another party. By applying this small point deduction, we encourage a round robin system to emerge. |
| Reject a Lead | - 5 points | Rejecting a Lead is undesirable behavior that we want to mildly discourage. If the Lead is dead, the Partner should close it rather than reject it. |
| Download a File | 1 point, capped at 5 | Downloading a file is an indicator that a Partner is exploring your Portal and researching your products. |
| Approved Fund Request | 1 point | Although this has an associated cost, having a Fund Request approved is a clear indicator of an engaged Partner that is actively working with you to market your Products. |
| Approved Incentive Claim | 1 point | Although this is associated with a cost, having an Incentive Claim approved demonstrates that the Partner is actively engaged in the activities you reward. |
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