Calculate your Potential Customer Score (PCS) based on key metrics.
Your PCS will appear here.
Understanding the Potential Customer Score (PCS)
The Potential Customer Score (PCS) is a metric used to evaluate how likely a prospect is to convert into a paying customer. It synthesizes various data points into a single, actionable score, allowing sales and marketing teams to prioritize their efforts effectively.
The Math Behind the PCS: Weighted Average
This calculator uses a weighted average to determine the PCS. Each input metric is assigned a weight, reflecting its importance in predicting customer conversion. The formula is:
In this calculator, we use equal weighting for simplicity, assuming each factor contributes equally to the potential customer's score. The maximum possible score is 100, achieved when all input scores are 100.
Input Metrics Explained:
Engagement Score: This measures how actively a prospect interacts with your brand. It can include website visits, content downloads, email opens/clicks, social media interactions, and participation in webinars or events. Higher engagement suggests stronger interest.
Demographic Match Score: This score reflects how well the prospect's demographic profile (e.g., age, location, industry, job title) aligns with your Ideal Customer Profile (ICP). A better match indicates a higher probability of needing and affording your product or service.
Purchase Intent Score: This score is derived from explicit signals that a prospect is considering a purchase. Examples include visiting pricing pages, requesting demos, adding items to a cart, or directly contacting sales. High purchase intent is a strong predictor of a near-term conversion.
Recency Score: This indicates how recently the prospect has interacted with your brand or shown interest. Recent activity is generally a better indicator of current interest than activity from months ago. A high recency score suggests the prospect is "warm."
How to Use the PCS Calculator:
To use the calculator, input the scores for each of the four metrics. These scores are typically derived from your CRM, marketing automation platform, or sales engagement tools. The scores usually range from 0 to 100, where 100 represents the highest level of that specific characteristic.
Example:
A prospect frequently engages with your content and emails: Engagement Score = 85
Their job title and industry align perfectly with your ICP: Demographic Match Score = 95
They recently requested a product demo and visited the pricing page: Purchase Intent Score = 90
Their last interaction was within the last week: Recency Score = 98
Based on these inputs, the calculator will output a single PCS score, helping you understand the overall potential of this lead.
Interpreting the PCS:
While the exact thresholds can vary by industry and business model, generally:
High PCS (e.g., 80-100): Indicates a high-potential lead, ready for sales follow-up.
Medium PCS (e.g., 50-79): Suggests a lead that is interested but may need nurturing.
Low PCS (e.g., 0-49): May indicate a lead that is not a good fit or is not currently interested, requiring less immediate sales attention.
By focusing on leads with higher PCS scores, sales teams can improve efficiency, close rates, and ultimately, revenue.
function calculatePCS() {
var engagementScore = parseFloat(document.getElementById("engagementScore").value);
var demographicMatch = parseFloat(document.getElementById("demographicMatch").value);
var purchaseIntent = parseFloat(document.getElementById("purchaseIntent").value);
var recencyScore = parseFloat(document.getElementById("recencyScore").value);
var resultDiv = document.getElementById("result");
// Check if all inputs are valid numbers and within the 0-100 range
if (isNaN(engagementScore) || engagementScore 100 ||
isNaN(demographicMatch) || demographicMatch 100 ||
isNaN(purchaseIntent) || purchaseIntent 100 ||
isNaN(recencyScore) || recencyScore 100) {
resultDiv.innerHTML = "Please enter valid scores between 0 and 100 for all fields.";
resultDiv.style.backgroundColor = "#f8d7da"; // Light red for error
resultDiv.style.color = "#721c24";
resultDiv.style.borderColor = "#f5c6cb";
return;
}
// Assuming equal weights for each score (e.g., 0.25 each if scaling to 100 total)
// Simple averaging approach: sum of scores / number of scores
var pcs = (engagementScore + demographicMatch + purchaseIntent + recencyScore) / 4;
// Ensure the final score doesn't exceed 100 due to potential future weighting changes
pcs = Math.min(pcs, 100);
// Ensure the final score isn't below 0
pcs = Math.max(pcs, 0);
resultDiv.innerHTML = "Your Potential Customer Score (PCS) is: " + pcs.toFixed(2) + "";
resultDiv.style.backgroundColor = "#d4edda"; // Success green background
resultDiv.style.color = "#155724"; // Dark green text
resultDiv.style.borderColor = "#c3e6cb"; // Lighter green border
}