Glossary / Lead Scoring
Lead Scoring
Assigning a numeric priority to a lead or deal based on fit and behaviour signals, so limited sales attention goes to the opportunities most likely to close.
Scoring models typically combine firmographic fit (size, industry, geography, technology in use) with engagement signals (pages viewed, emails opened, meetings booked, recency of activity). The output is a ranking, and its only real job is to change what a salesperson does first on a Monday morning.
Two failure modes are common. A model that nobody can explain gets ignored the first time it ranks an obviously-hot lead low. And a model that decays badly — treating a signal from six months ago the same as one from yesterday — quietly turns into a ranking of who was once interested.
For a small MSP, the practical bar is lower than the marketing around scoring suggests: a transparent, deterministic score computed from a handful of signals you can name usually beats an opaque one, because the salesperson can tell when it is wrong and say why.
How Nexus handles this
Nexus computes lead and deal scores deterministically from CRM signals — the numbers never come from a language model, which keeps them reproducible and explainable even where the copilot around them is generative.
More terms
MSP (Managed Service Provider)
A company that remotely manages a client's IT infrastructure and end-user systems on an ongoing, proactive basis — usually a flat-fee contract, not break-fix billing.
RMM (Remote Monitoring and Management)
Software that lets an MSP monitor device health and perform remote management tasks — patching, scripting, remote control — across every client site from one console.
PSA (Professional Services Automation)
Software that runs the business side of MSP operations — ticketing, SLAs, billing, contracts, and client records — the system of record most MSP work flows through.
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