Understanding Lead Scoring and HC Signals
How Human Cloud scores leads using ICP matching and behavioral signals that only HC can provide.
How Lead Scoring Works
Every lead in your HC Network Leads tab has a score from 0 to 100. This score combines two things: how well the person matches your Ideal Customer Profile, and what they've actually done on Human Cloud. Hover over any score badge to see the full breakdown.
Score Components
ICP Match (up to 25 points)
How closely the lead matches the profile you defined:
- Title match (up to 20 pts) — Does their seniority level and department function match your targets? A C-Suite Marketing lead scores 20/20 if you're targeting C-Suite + Marketing.
- Company match (up to 15 pts) — Does their company size match your target? Enterprise leads at Fortune 500 companies score highest when you're targeting enterprise.
- Region match (up to 10 pts) — Does their geography match your target regions?
HC Behavioral Signals (up to 45 points)
This is what makes Human Cloud leads different from any other list. These signals represent real actions people took on the platform:
| Signal | Points | What It Means |
|---|---|---|
| Viewed your profile | 15 | They looked at YOUR solution specifically — highest intent signal |
| Viewed your case study | 10 | They're evaluating your proof points |
| Viewed a peer solution | 10 | They visited a company you marked as a peer — buyer overlap |
| Submitted an RFP | 10 | They're actively looking to buy |
| Saved a solution in your category | 8 | They're shortlisting options like yours |
| Viewed a competitor | 5 | They're in-market but shopping around |
| Created an HC account | 5 | Moved from browsing to registered user |
| Newsletter engagement | 3 | Clicked links in HC's newsletter |
| Repeat visitor (3+ visits) | 3 | Persistent interest over time |
Signals are capped at 45 points total. A lead with multiple strong signals (viewed your profile + saved a competitor + created an account) will score near the cap.
Target Account Bonus (up to 15 points)
If you've added a company to your Target Accounts and a lead from that domain appears, they get an automatic +15 point boost. You can boost domains directly from the Leads tab by clicking the up arrow on any lead.
Recency (up to 20 points)
How recently the lead was active on Human Cloud:
- Active in the last 7 days: 20 points
- Active in the last 30 days: 15 points
- Active in the last 90 days: 10 points
- Older than 90 days: 5 points
Reading the Score Breakdown
Hover over any lead's score badge in the Leads tab to see the full breakdown. For example:
- ICP Title (level:c_suite, function:marketing) — 20/20 means they're a C-Suite marketing exec and you're targeting exactly that.
- HC Signals (viewed_profile(3x), viewed_peer(Upwork)) — 28/45 means they viewed your profile 3 times and also visited Upwork (which you marked as a peer solution).
- Recency (7d) — 20/20 means they were active in the last week.
Using Signals in Your Outreach
The signals column in your CSV export and the score breakdown in the dashboard tell you exactly what to say when you reach out. Examples:
- "Viewed your profile" → "I noticed you checked out our work — would love to connect"
- "Viewed a peer solution" → "I saw you've been exploring flexible workforce options"
- "Saved a competitor" → "Looks like you're evaluating solutions in our space"
This signal-informed outreach is why solutions see 30-40% response rates on LinkedIn — the messaging is relevant, not cold.