Hello, this is Matsubara, CRM Evangelist.

Quantifying the feeling of "seemingly enthusiastic"

There's a phrase you often hear in sales and customer success settings.

"This person seems to have a lot of enthusiasm, so maybe I should contact them."

Judgments based on experience and intuition are never wrong.
However, relying solely on that means that when the person in charge is transferred or leaves the company, that "intuition" will be lost along with them.
Transforming individualized perspectives and sensibilities into a form that can be preserved as organizational assets.
This is what EMOROCO CRM Lite's MA lead nurturing scoring function aims to achieve.

What you can do on the scoring rule management screen

Nurturing scoring is a system that automatically scores a lead's "current level of interest" based on objective behavioral data such as the following:

• Frequency of access to the portal
• Content viewing and time spent on the site
• Number of contacts such as inquiries and requests for materials

The scoring rule management screen allows you to freely design how many points are assigned to each of these behavioral indicators, tailored to your industry and products.
The fact that you can build the rules themselves to match your company's sales process, rather than simply fitting numbers into pre-made templates, reflects the design philosophy of EMOROCO CRM Lite.

Role of the Portal User Integration Management Screen

To properly accumulate scores, it's necessary to accurately link "who" is accessing the portal.
The portal user integration management screen links user accounts from external portals with customer and contact records in the CRM, automatically reflecting activity logs in the user's customer card.

This allows sales representatives to simply open a customer card and immediately know that "this person has been frequently viewing the portal recently," without having to consider what's going on behind the scenes of the portal.

Actual design examples of scoring rules

The scoring rule management screen allows you to pre-set thresholds for ranking.
By default, leads are automatically categorized into four levels: "Hot: 100 points or more," "Warm: 70 points or more," "Cool: 30 points or more," and "Cold: less than 30 points."

The rules themselves can be flexibly designed depending on the type of action. For example,

• When a web inquiry occurs (record creation): +10 points
• When your position changes to部長 (department head) or higher (field change): +5 points
• When submitting a form from the portal: +20 points (added each time)
• When logging into the portal: +5 points (up to once per day)
• Recording custom activities for business negotiations and client interactions: +3 points
• When recording tasks related to business negotiations and client interactions: +5 points

In this way, you can individually set the points and the frequency of addition (every time / once a day / once per record) according to the importance of the action.
Instead of a simple total score, it's possible to design a scoring system that more closely reflects on-the-ground experience by setting limits on actions that "have little meaning no matter how many times they are taken" and adding points each time a "new expression of intent" is made.

A two-axis design philosophy: Nurturing Score × Emotional Temperature

What sets EMOROCO CRM Lite apart from other CRM and MA tools is its design, which goes beyond treating nurturing scores as a standalone metric.
We will visualize nurturing scoring (objective: portal access, time spent, number of contacts) and emotional temperature (subjective: perceived depth of relationship) entered by sales representatives, by deliberately placing them side by side as two axes.

For example, if the nurturing score is very high, but the emotional temperature assigned by the person in charge remains low, that's a sign of a discrepancy: "While the behavioral data shows increased interest, the actual feelings on the ground haven't caught up."
Conversely, if the emotional temperature is high but the nurturing score is low, it may indicate that the person in charge is making assumptions.

The fact that this discrepancy between the two axes is immediately visible helps to naturally instill the habit of inputting data at precise timings, rather than relying on guesswork.
The detailed design philosophy isA "two-axis matrix" of nurturing score and emotional temperatureBut I also explain it there.

Integration with the dashboard

The accumulated nurturing score is,Personal DashboardIt can be displayed directly in the KPI widget.
By creating a widget with a theme like "List of leads whose scores have skyrocketed this week," you can create a system where you can see at a glance who you should approach that day within just a few minutes in the morning.

Furthermore, the trend in the nurturing score isChurn rate predictionIt can also be used as a leading indicator.
Leads and existing customers whose scores are consistently declining can be identified early as a sign that the relationship is starting to cool.

Instead of mass distribution, prioritize each individual based on evidence.

Many common marketing automation (MA) tools include a scoring function along with the ability to send a large number of automated email sequences.
However, EMOROCO CRM Lite intentionally does not include this mass distribution function.

In the CRM 4.0 philosophy, customer relationships are not something to be "harvested through mass mailings," but rather something to be nurtured by engaging with each individual.
The role of scoring is not to trigger automated, mechanical messaging, but to provide evidence-based priorities for human judgments about "who to engage with today and with what level of intensity."

Summary

Nurturing scoring is a function that provides an objective measure in the form of behavioral data.
However, its true value is revealed when combined with the subjective measure of emotional temperature.
Rather than numbers negating the intuition of sales representatives, EMOROCO CRM Lite's MA Lead Nurturing Scoring function aims to support that intuition and leave it as an asset for the organization.

Furthermore, this relationship assetization logic forms the core mechanism of EMOROCO CRM Lite, and a patent application was filed for it in June 2026 (Patent pending: Patent Application No. 2026-122904).
One of the things that sets this CRM/MA tool apart from others is that it's not based on subjective prioritization, but rather on a reproducible design backed by patented technology.

EMOROCO CRM Lite costs ¥1,500 per user per month (minimum 3 users) and has no initial setup fee, with a 30-day free trial.https://www.emoroco.com/You can start from there.
IT implementation subsidy eligible tool number: DL07-0022934.

Related article

• A "two-axis matrix" of nurturing score and emotional temperature
• EMOROCO CRM Lite's "Personal Dashboard"
• CRM design to reduce customer churn
• EMOROCO CRM Lite and Microsoft 365 (Outlook) Calendar Integration Guide
• UI Guide to EMOROCO CRM Lite (See Actual Screenshots)