Welcome to Valiant CEO Magazine (VCM), where we bring you exclusive insights from visionary leaders shaping the business landscape.
In this edition, we sit down with Pat Murphy, CEO of LeadScorz, a company revolutionizing lead management. With 35 years of entrepreneurial experience, Murphy shares the inspiration behind LeadScorz.
Faced with the challenge of qualifying and managing third-party sales leads, Murphy and his partner created the groundbreaking LeadScorz Grading Engine™. This real-time precision grading system enables businesses to pre-qualify, prioritize, and filter leads using predictive models and big data resources.
LeadScorz enhances lead routing and response times with AI algorithms, ensuring leads are directed to the right personnel for faster engagement. Murphy highlights LeadScorz’s customization options, robust lead fraud prevention measures, and ROI tracking capabilities.
Join us as we explore how LeadScorz is reshaping the industry and optimizing lead generation and sales management processes.
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Table of Contents
Pat, as a serial entrepreneur with 35 years of experience building business software solutions, what inspired you to launch LeadScorz?
Pat Murphy: My journey with LeadScorz started with Vega Performance Marketing, where we supported Affiliate lead programs for several Microsoft product groups. It was then that we encountered the challenge of qualifying and managing 3rd party sales leads, initially to identify fraudulent and co-register leads which some of the Publishers tried to pass as bonafides.
Once we solved that challenge, Microsoft asked us to build a similar service they could offer to customers of what was then Microsoft Advertising Services, that would help them prioritize and potentially filter high-volume lead flows.
Existing scoring solutions couldn’t address their needs, which drove me and my long-time business partner, Judd Boone, to create the LeadScorz Grading Engine™ and launch LeadScorz Inc.
We aimed to address the lead buyer’s pain points to improve the ROI of purchasing and processing 3rd party leads.
Could you elaborate on how LeadScorz helps businesses better manage their leads?
Pat Murphy: LeadScorz is disrupting the lead seller sector by offering a precision grading system for lead buyers that works in real time. Our patent-pending LeadScorz Grading Engine™ grades leads on a letter-grade scale, typically from A+ to D-, helping businesses pre-qualify, accept or reject, and prioritize leads using customized predictive models that leverage our ‘Big Data’ resources.
We augment the customer’s own historical lead data, and the offered leads, to embellish the profiles of both ‘converters’ and ‘non-converters’. Our platform instantly compares the offered lead profile to the client’s existing customers, and makes the decision whether or not to purchase the lead.
That sounds like a game-changer. How does this grading system enhance lead routing and response times?
Pat Murphy: Our technology has prioritization and routing options driven by Artificial Intelligence algorithms that automate decision-making and distributes leads more efficiently.
After grading, the accepted leads are routed to the most appropriate call center sales queue or remote Agent for the fastest response. It helps to ensure that all leads are attended to by the right person at the right time, increasing consumer satisfaction and the likelihood of conversions.
What measures has LeadScorz put in place to protect businesses from lead fraud?
Pat Murphy: At VPM we developed some of the earliest fraud detection and prevention processes and technology tools in the industry, and currently accommodate all the key validation services, such as Jornaya, TrustedForm, telephone and Email verification, and DNC registers.
Our platform also enables Buyers to reject duplicates and invalid leads across multiple lead sources – before they land in the client’s systems.
This allows businesses to assess the relative quality of leads before committing to buy them, reject leads based on various criteria, and monitor adherence to lead sourcing, delivery, and purchase requirements.
How customizable is LeadScorz for individual businesses and their specific needs?
Pat Murphy: We pride ourselves on our platform’s flexibility and customization.
Our CDP back-end database environment can be tailored for any custom fields needed to best fit a company’s needs, to integrate with existing lead processing applications, and refine lead-generation programs and sales nurturing processes.
Moreover, our dashboards are fully customizable, providing robust analytics for easy performance tracking and vendor billing reconciliation.
How does LeadScorz help businesses track their ROI?
Pat Murphy: By helping businesses buy more pre-qualified leads, we increase the relative quality of leads landing in the ‘top of the funnel’. This results in higher conversion rates and lowering the cost-per-acquisition.
We capture both cost-per-lead (CPL) and post-call billable status (for inbound calls and call-transfer leads) via a follow-on post from vendor’s dialer platforms.
This enables businesses to closely approximate ROI in real-time for all their lead sourcing channels, and empowers their marketing team with data to optimize media spend allocations.
In essence, we are a “buyer-side” play and are all about making our marketer clients’ businesses more efficient and more profitable.
Finally, what’s your vision for LeadScorz moving forward?
Pat Murphy: Our vision is to keep innovating by gaining feedback from our customers and delivering groundbreaking technologies that solve real business challenges for both marketers and their lead suppliers.
We’re committed to helping businesses optimize their lead-generation and sales management processes. By continuing to refine our services, we aim to be the go-to solution for businesses seeking a smarter, more efficient way to acquire and handle their leads.
Jerome Knyszewski, VIP Contributor to ValiantCEO and the host of this interview would like to thank Pat Murphy for taking the time to do this interview and share his knowledge and experience with our readers.
If you would like to get in touch with Pat Murphy or his company, you can do it through his – Linkedin Page
Disclaimer: The ValiantCEO Community welcomes voices from many spheres on our open platform. We publish pieces as written by outside contributors with a wide range of opinions, which don’t necessarily reflect our own. Community stories are not commissioned by our editorial team and must meet our guidelines prior to being published.