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Every captured lead gets a quality score out of 100. It’s a triage tool: at the end of a conference with two hundred leads, it tells you which twenty to call tomorrow morning. The score is calculated from the data captured, not from how the conversation felt. It’s deliberately mechanical and completely predictable.

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How the score is calculated

Three components add up to a score out of 100.
Field completion contributes up to 55 points, seniority up to 25, and email domain up to 20.Field completion contributes up to 55 points, seniority up to 25, and email domain up to 20.

Where a lead's 100 points come from

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Field completion

Links and uploaded files don’t add points. However many fields are filled, the total never goes above 100.

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Email domain — up to 20 points

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Seniority — up to 25 points

This is one slot, filled from the first of these three that has an answer. They never add up. 1. Buying role, when someone on your team has answered it: 2. Seniority found by lead enrichment for the person’s current role: 3. The job title, when neither of the above is available:

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One score, shown two ways

The same 0–100 score appears differently depending on where you’re looking, which catches people out:

Tap Teams

A percentage with a coloured bar — 88%, 64% — so you can sort a long list and work top-down.

Mobile app

A Hot / Warm / Cold badge, so a rep can triage at a glance without reading numbers at a busy booth.
These are not two different scores. A lead showing 88% in Tap Teams is the same lead showing Hot in the app.

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The tiers

Score bands: Cold from 0 to 39, Warm from 40 to 74, Hot from 75 to 100.Score bands: Cold from 0 to 39, Warm from 40 to 74, Hot from 75 to 100.

Cold 0–39, Warm 40–74, Hot 75–100

Hot — 75 to 100

Worth a same-day call.

Warm — 40 to 74

Put them in a follow-up sequence.

Cold — 0 to 39

Cold tier. Nurture, or leave alone.

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What this means in practice

The scoring rules have direct consequences for how you configure capture, and they’re worth acting on deliberately:
At +20 it’s worth more than a job title, and as much as email and company combined. If your capture form omits phone, you are capping every lead’s score by 20 points and pushing genuinely good leads into the Warm tier.
It scores +15 directly, and it’s what the seniority slot falls back on when there’s no buying role and no enrichment result. A lead with no job title and no buying role loses the 15 points and forfeits up to 25 more — 40 points, the difference between Hot and Cold.
A director who gives a gmail address loses the 20-point corporate bonus. This is a known limitation rather than a judgement about the person, and it’s the most common reason a lead you know is excellent shows as Warm.
Someone who told your rep they have budget approval and want a demo next week scores identically to someone who wandered past — unless the rep sets their buying role. Read the score alongside the meeting summary, never instead of it.
If you want scoring to work well, your capture form needs full name, email, phone, job title, and company. That’s five fields — right at the practical limit. If you have to drop one, drop company: it’s worth 10 points and can often be inferred from an email domain later.

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Qualifying a lead after capture

Right after a lead is saved, the app offers two quick questions to sort it further:
  • Relationship — how you know them
  • Buying role — what part they play in a purchase decision
These can be skipped in the moment and filled in later. Relationship is for sorting only and never changes the score. Buying role does: it takes over the 25-point seniority slot, and “Not relevant” caps the lead at 25. How your team answers these across all its leads shows on Team Insights.
Answer these at the event if you can. Thirty seconds while the conversation is fresh produces better data than an hour of guessing a fortnight later.

Next: managing leads

Working leads once they’re captured and scored.