Step 1: Create Engagement Score Property
Navigate:
- Settings → Properties
Create: engagement_score (Number)
Step 2: Build Engagement Scoring Workflow
Navigate:
- Automation → Workflows → Create (Contact-based)
Triggers
- Email opened
- Email clicked
- Page viewed
Step 3: Increment Score
Add actions:
IF email opened → +5
IF email clicked → +10
IF page viewed → +2
IF email clicked → +10
IF page viewed → +2
Use: Increase property value
Step 4: Define Throttling Segments
Create lists:
Low Engagement
engagement_score < 10
Medium Engagement
engagement_score between 10–30
High Engagement
engagement_score > 30
Step 5: Build Adaptive Nurture Workflow
Trigger
Contact enrolled in nurture campaign
Step 6: Add If/Then Branching
IF engagement_score < 10
→ Delay 7 days between emails
IF engagement_score between 10–30
→ Delay 3 days
IF engagement_score > 30
→ Immediate follow-up + sales notification
→ Delay 7 days between emails
IF engagement_score between 10–30
→ Delay 3 days
IF engagement_score > 30
→ Immediate follow-up + sales notification
Step 7: Fast-Track to Sales
For high engagement:
IF engagement_score > 30
THEN:
- Set lifecycle stage = SQL
- Create deal
- Notify owner
THEN:
- Set lifecycle stage = SQL
- Create deal
- Notify owner
Step 8: Prevent Over-Automation
Add suppression:
IF engagement_score < 5
THEN pause workflow OR reduce email frequency
THEN pause workflow OR reduce email frequency
Outcome
- Contacts receive appropriate cadence
- Reduces unsubscribes and fatigue
- Aligns marketing + sales timing automatically
