Inbound Lead Evaluation

Powered by Knowland’s vast store of actualized meeting and event data, the Inbound Evaluation application identifies and extrapolates proven group trends and relates those trends to the inbound lead.  Inbound leads are scored based on fit for the customer, enabling you to prioritize the inbound leads that are most likely to result in bookings.

Scores correlate directly to likelihood of winning business as a result of proven behavior and are created by comparing the inbound lead's profile with the customer’s profile.

Entering Inbound Leads

On the RFP List, click "+ New RFP" button to enter a new lead to be scored.

The following fields are required:

Group name (as listed in Knowland): Begin typing the group name and select the desired group from the dropdown list.

Assigned to: Select the appropriate assignee from the dropdown list. This list displays all of the users on your account.

Event name: Type in the event name (post as name).

Start date: Click "Start Date" to open a calendar. Click on the event's start date. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-04).

End date: Click "End Date" to open a calendar. Click on the event's end date. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-06). If it is a one day event, use the same start and end date.

Inbound date received: This will display today's date. To change it, click "Inbound dateDate" to open a calendar. Click on the date the inbound lead was received. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-06). 

The following fields are optional:

Group name (as listed on RFP): Type in the group's name as it is written on the inbound lead.

Alt start date: Click "Alt start date" to open a calendar. Click on the event's alternate start date. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-04).

Alt end date: Click "Alt end date" to open a calendar. Click on the event's alternate end date. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-06). If it is a one day event, use the same start and end date.

Total budget: Type in the group's budget as it is written on the inbound lead.

Total sq ft: Type in the total square footage requested as it is written on the inbound lead.

Largest room: Type in the square footage of the largest room square requested as it is written on the inbound lead.

Peak rooms: Type in the number of peak rooms as it is written on the inbound lead.

Response due date: Click "Response due date" to open a calendar. Click on the inbound lead's response due date. Or type in the date in yyyy-mm-dd format (e.g. 2020-03-04).

Is catered: Check this box if the event will be catered as indicated on the inbound lead.

Click "Submit". In a few seconds, you will see the RFP Report with the score and analysis for the entered lead's information.

RFP Report

Once you have entered an inbound lead to be evaluated, you will see the RFP Report.  In the top section you will find a summary of the lead (score, event name, event dates, alternate event dates, closest need period, and need period bonus) and the group (group name, group industry, # of events in my market, # of events at my hotel, and top 3 markets visited).

Hover over the star score or need period bonus star to see a description of what the stars represent.

Click "Give Score Feedback" to provide quick feedback on the score and how it fits your property.  This data will be used to evaluate and update the scoring.

Click "Edit" to edit any details of the inbound lead.

Click "Export PDF" to export a PDF of the RFP Report for printing, sending, or saving.

Click "My Hotel Attributes" to view your property attributes used to score the lead.

Event Analysis

Event Analysis shows distribution data for the group's events.

Click the toggle from "All Events" to "Scored Events Only". "All Events" shows you all events for the group. "Scored Events Only" shows you only the events that are similar to the lead (these are the events that are used to score the lead).

Click the dropdown menu for "Select Time Period" to change the events being displayed. The options are: last 12 months, last 24 months, last 36 months, and all time. Selecting last 12 months, last 24 months, or last 36 months will limit the events displayed accordingly.

Brand Group Drilldown: Shows the event distribution of the brand groups visited. Click on a pie slice to drilldown to view which brands were visited within that brand group. Click on a pie slice to drilldown to view which hotels were visited within that brand. Click "Back to Brand" or "Back to Brand Group" to return to the original pie chart. From there, you can click a different pie slice to drilldown. Click "Show Chart Data Table" to display the data in a table. Note: Only the top 10 brand groups / brands / hotels are displayed.

Market Tier Drilldown: Shows the event distribution of the market tiers visited. Click on a pie slice to drilldown to view which markets were visited within that market tier. Click on a pie slice to drilldown to view which hotels were visited within that market. Click "Back to Market Tier" or "Back to Market" to return to the original pie chart. From there, you can click a different pie slice to drilldown. Click "Show Chart Data Table" to display the data in a table. Note: Only the top 10 markets / hotels are displayed.

Region Drilldown: Shows the event distribution of the regions visited. Click on a pie slice to drilldown to view which markets were visited within that region. Click "Back to Region" to return to the original pie chart. From there, you can click a different pie slice to drilldown. Click "Show Chart Data Table" to display the data in a table. Note: Only the top 10 regions / markets are displayed.

Event Length Breakdown: Shows the event distribution by event length (single day, 1 night, 2 nights, 3 nights, and 4+ nights).

Activity By Week of Year: Shows the event distribution over the course of the year. The x-axis shows the week / month of year. The y-axis shows the number of events. The red bar indicates when this RFP will be held. If your property's need dates have been added, the yellow bars will indicate overlap with your need dates.

Event List

Event List shows data for the group's events, starting with the most recent event at the top.

"Scored Events" are events that are similar to the lead. These events are used to score the lead. They will appear highlighted in green, while other events appear in white.

Click the toggle from "All Events" to "Scored Events Only". "All Events" shows you all events for the group. "Scored Events Only" shows you only the events that were used to score the lead.

Score Breakdown

Event Analysis shows distribution data for the group's events.

Group Buying Behavior: Maps the type of hotels and locations that Group prefers for "scored events".  In the below example you can see they always book with the same Class of property and in the same Location Type, but they don't always met in the same Market or book with the same Brand.

0% represents no group buying consistency for that hotel attribute.  Example: 0% for Market means the events in this Lead were all booked in different markets and shows the Group is willing to travel.  100% represents complete consistency in group buying behavior for that hotel attribute.  Example: 100% for Region means the events in this Lead were all booked in the same region and shows the Group doesn't travel outside of that region for these events.

My Hotel Attribute Similarity: Matches my property attributes with the Group's Buying Behavior to see how well I match the Group's preferences for scored events. In the below example I can quickly see that they prefer to book at properties just like mine and they have met in my Region in the past.

0% represents no similarity to my hotel for that attribute compared to the group buying behavior. Example: 0% for Brand means none of the events in this Lead were all booked in my Brand. 100% represents complete similarity to my hotel for that attribute compared to the group buying behavior. Example: 100% for Region means all of the events in this Lead were all booked in my region.

Click "Show Chart Data Table" to view the data in a table.