What is Engagement Score?
Engagement Score is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
An engagement score quantifies how actively a lead or account is interacting with your company across emails, meetings, site visits, and product usage. A rising score signals buying interest; a falling score on a customer signals churn risk.
Key takeaways
- Aggregates activity signals into one number.
- Rising scores flag sales-ready interest.
- Falling customer scores flag churn risk.
Why it matters
Engagement is a leading indicator of both new deals and retention. Scoring it lets teams act on momentum instead of reading activity logs one by one.
How Ardovo handles it
Ardovo rolls email, meeting, and activity signals into an engagement view per contact and account, and Rook alerts you when engagement spikes or drops.
Frequently asked questions
What goes into an engagement score?
Email opens and replies, meeting attendance, site visits, content downloads, and for customers, product usage. Recent activity is weighted more heavily.
How is engagement score used?
Sales uses rising scores to prioritize outreach; customer success uses falling scores to trigger retention plays before a renewal.