Anti-Fragile take
Lead scoring at the contact level only works when account context is already resolved. Scoring a lead without knowing the canonical company is scoring a fragment.
We score leads as account-score × contact-relevance × engagement, with decay on stale engagement and boost on fresh signals.
Why it matters
MQL thresholds set on bad lead scores create pipeline theater. Sharp scoring means fewer, better-qualified handoffs.
How we build it
Layered score: account fit from warehouse model, contact role match, engagement recency, written to CRM on every form fill and signal hit.