Inbound Sign-Up Qualification and Routing
Works with
Implementation kit
- The qualification rules, with the fit and intent bands
- The account brief template
- The routing rules, with duplicate handling
- The review-queue criteria
- Four sample sign-ups with the answer key
A form submission is an email and a claim. This playbook turns it into an account brief, a qualification decision, and an assigned next step, with a person on everything uncertain.
The full method is below. The judgment at its center is one split. Fit and intent are scored apart, so enthusiasm cannot fake fit.
A download alone is not buying intent.
The rule the whole router enforces
How it works
01Capture the claim
A form submission is an email and a claim of interest. Store both verbatim, with where the person arrived from.
Treat the claim as a claim. A download alone is not buying intent, and a router that assumes otherwise sells to students and spams recruiters.
02Enrich with evidence
Company, size, role, from public sources, with every claim carrying where it came from. Unknown stays unknown, never guessed.
Spend follows use. Enrichment runs on sign-ups something downstream will actually read, capped per day.
03Write the account brief
One screen. What we verified, what we could not, with sources. The brief serves the router and the human reviewer the same, so a person can audit any decision in a minute.
04Score fit and intent apart
Enthusiasm cannot fake fit. Fit scores who they are. Intent scores what they did. Kept separate, a crawler visiting twenty-five times is intent without fit, and a perfect-fit visitor on day one is fit without intent. Different numbers, different plays.
Unverified signals score null, never zero. A zero says verified bad. A null says could not verify, and two or more fit nulls send the sign-up to a person. Intent decays too. Signals older than ninety days score at half, and a second visit eleven months later is a new first visit.
Watch for the single combined score. It routes the enthusiastic wrong-fit visitor above the quiet right one.
05Route by band
Five lanes, checked in a stated order so two implementers get the same route from the same rules. Review first, then qualified, nurture, monitor, no fit.
Qualified gets a named owner with a dated next step. Right fit without readiness nurtures. High intent with KNOWN-low fit monitors, because the crawler is watched and never sold to. Known no-fits get a polite, useful response and nothing more. Students, recruiters, and bots deserve the resource they asked for, never a sequence.
06Drop uncertainty to a person
Review is checked before any band. Fit nulls, conflicting evidence, borderline scores, and ambiguous duplicates drop to a person with the reasons attached. High intent with UNKNOWN fit lands here, and that keeps review and monitor honestly apart. Duplicates get matched against existing accounts before anything new is created.
Watch for the router that never asks for help. A queue that is always empty means the rules are guessing.
07Evaluate on the sample sign-ups
The kit ships four sample sign-ups. A potential customer, a recruiter, a student, and someone whose intent is unknown. Run them before any real submission and compare against the answer key.
Supervised first. The router earns unattended routing on clean passes, and the no-fit lane earns it last.
The form told you someone came. The brief tells you who, with receipts.
The implementation kit above packages the rules, the templates, and the four-persona answer key.
