Lead Scoring

Business challenge

  • Leading used car sales company makes offers to customer prospects based on information acquired through an older, inaccurate lead scoring system
  • Customers who are not likely to buy are often targeted, resulting sub-optimal use of resources and missed opportunities


  • Utilized customer profile information and web site usage data to create an accurate lead scoring system
  • Identified variables that best predict the likelihood of purchase

Business benefit

  • Targeting efforts are used on customers where they are most likely to be effective, improving efficiency and return