Marketing & Leads Domain

The Marketing & Leads domain (获客域) helps you capture traffic, cleanse data, and deliver high-quality leads to your sales team.

Overview

Key Objects: Lead, Campaign

Main Goals:

Multi-channel lead capture
Lead deduplication and enrichment
AI-powered lead scoring
Campaign ROI tracking
Public pool (公海池) management

Lead Management

Lead Object

The Lead object represents potential customers before they're qualified and converted into Accounts and Contacts.

Core Fields

Field	Type	Description
FirstName	Text	First name of the lead
LastName	Text	Last name of the lead
Company	Text	Company name
Title	Text	Job title
Email	Email	Email address
Phone	Phone	Phone number
Mobile	Phone	Mobile phone number
LeadSource	Picklist	Where the lead came from
Industry	Picklist	Industry classification
Status	Picklist	Lead status (New, Working, Nurturing, Converted, Dead)
LeadScore	Number	AI-calculated score (0-100)
DataCompleteness	Percent	Profile completeness percentage
OwnerId	Reference	Lead owner (null = public pool)

Lead Sources

Website
Trade Show
Webinar
Social Media (LinkedIn, WeChat, etc.)
Referral
Email Campaign
Cold Call
Partner
Other

Lead Status Flow

New - Just captured, not yet contacted
Working - Being actively contacted
Nurturing - Not ready to buy, being nurtured
Converted - Converted to Account/Contact/Opportunity
Dead - No longer viable

Lead Scoring

HotCRM automatically calculates a lead score (0-100) based on:

Data Completeness (40 points):

Basic info (name, company, email): 15 points
Contact details (phone, mobile): 10 points
Company info (industry, revenue): 15 points

Engagement (30 points):

Email opens: 5 points
Email clicks: 10 points
Website visits: 10 points
Form submissions: 5 points

Demographic Fit (30 points):

Industry match: 10 points
Company size match: 10 points
Job title match: 10 points

AI Enhancement:

// AI automatically updates lead score
{
  name: 'LeadScore',
  type: 'number',
  label: 'Lead Score',
  aiCalculated: true,
  formula: 'AI_CALCULATE_LEAD_SCORE()'
}

Public Pool (公海池)

Leads without an owner go to the public pool, where any sales rep can claim them.

View Public Pool Leads:

const publicPool = await db.find('Lead', {
  filters: [['OwnerId', 'IS NULL', null]]
});

Claim a Lead:

await db.doc.update('Lead', leadId, {
  OwnerId: currentUserId,
  Status: 'Working'
});

Return to Pool:

await db.doc.update('Lead', leadId, {
  OwnerId: null,
  Status: 'New'
});

Lead Conversion

When a lead is qualified, convert it to:

Account: The company
Contact: The person
Opportunity: The potential deal

Conversion Process:

// 1. Create Account
const account = await db.doc.create('Account', {
  Name: lead.Company,
  Industry: lead.Industry,
  Phone: lead.Phone,
  Website: lead.Website
});

// 2. Create Contact
const contact = await db.doc.create('Contact', {
  FirstName: lead.FirstName,
  LastName: lead.LastName,
  Email: lead.Email,
  Phone: lead.Phone,
  AccountId: account.Id,
  Title: lead.Title
});

// 3. Create Opportunity
const opportunity = await db.doc.create('Opportunity', {
  Name: `${lead.Company} - Opportunity`,
  AccountId: account.Id,
  ContactId: contact.Id,
  Stage: 'Prospecting',
  LeadSource: lead.LeadSource
});

// 4. Update Lead
await db.doc.update('Lead', lead.Id, {
  Status: 'Converted',
  ConvertedAccountId: account.Id,
  ConvertedContactId: contact.Id,
  ConvertedOpportunityId: opportunity.Id,
  ConvertedDate: new Date()
});

AI Features

Data Enrichment

AI automatically enriches lead data from email signatures:

// Input: Email signature
const signature = `
John Doe
Senior VP of Sales
Acme Corporation
john.doe@acme.com
+1-555-0123
`;

// AI extraction
{
  FirstName: 'John',
  LastName: 'Doe',
  Title: 'Senior VP of Sales',
  Company: 'Acme Corporation',
  Email: 'john.doe@acme.com',
  Phone: '+1-555-0123'
}

Best Lead Recommendations

AI suggests which leads to contact next:

const hotLeads = await db.find('Lead', {
  filters: [
    ['LeadScore', '>', 70],
    ['Status', '!=', 'Converted']
  ],
  orderBy: { field: 'LeadScore', direction: 'desc' },
  limit: 10
});

List Views

Pre-configured views for easy access:

All Leads: All leads in the system
My Leads: Leads assigned to me
Public Pool (公海池): Unclaimed leads
High Score Leads: Score > 70
Recent Leads: Created in last 7 days
To Be Nurtured: Status = Nurturing
Converted Leads: Status = Converted

Campaign Management

Campaign Object

Track marketing campaigns across multiple channels.

Core Fields

Field	Type	Description
Name	Text	Campaign name
Type	Picklist	Campaign type (Email, Social, Event, etc.)
Status	Picklist	Campaign status
StartDate	Date	Campaign start date
EndDate	Date	Campaign end date
BudgetedCost	Currency	Planned budget
ActualCost	Currency	Actual spend
ExpectedRevenue	Currency	Expected revenue from campaign
ActualRevenue	Currency	Actual revenue generated
NumLeads	Number	Number of leads generated
NumConvertedLeads	Number	Leads that converted
ConversionRate	Percent	Lead conversion percentage
ROI	Percent	Return on investment

Campaign Types

Email: Email marketing campaigns
Social Media: LinkedIn, WeChat, etc.
Webinar: Online webinars and events
Trade Show: Industry conferences
Content Marketing: Blogs, whitepapers
SEO/SEM: Search engine marketing
Event: In-person events
Partner Marketing: Co-marketing with partners
Other: Custom campaign types

Campaign Status

Planning - Campaign being planned
In Progress - Campaign is active
Completed - Campaign has ended
On Hold - Temporarily paused
Cancelled - Campaign cancelled

Campaign Metrics

Automatic ROI Calculation:

ROI = (ActualRevenue - ActualCost) / ActualCost * 100

Example:

ActualCost: $5,000
ActualRevenue: $50,000
ROI: (50,000 - 5,000) / 5,000 = 900%

Conversion Funnel:

Leads Generated → Converted Leads → Opportunities → Closed Won
     1000       →      200       →      50        →     15

Conversion Rate:

ConversionRate = NumConvertedLeads / NumLeads * 100
// Example: 200 / 1000 = 20%

Campaign Member Management

Track who participated in each campaign:

// Add member to campaign
await db.doc.create('CampaignMember', {
  CampaignId: campaignId,
  LeadId: leadId,
  Status: 'Sent',
  FirstRespondedDate: null
});

// Track response
await db.doc.update('CampaignMember', memberId, {
  Status: 'Responded',
  FirstRespondedDate: new Date()
});

Member Status:

Sent
Responded
Attended (for events)
No Show
Unsubscribed

AI Features

Marketing Content Generation

AI generates marketing copy:

import { aiGenerateMarketingCopy } from '@hotcrm/crm';

const content = await aiGenerateMarketingCopy({
  campaignType: 'Email',
  targetAudience: 'Enterprise IT Directors',
  product: 'Cloud CRM Solution',
  tone: 'Professional',
  length: 'Short'
});

console.log(content.subject); // Email subject line
console.log(content.body);    // Email body
console.log(content.cta);     // Call to action

Audience Analysis

AI analyzes and segments your target audience:

const segments = await aiAudienceAnalysis({
  industry: 'Technology',
  companySize: 'Enterprise',
  jobTitles: ['CTO', 'VP Engineering', 'IT Director']
});

// Returns:
{
  primarySegment: 'Enterprise Tech Leaders',
  characteristics: [
    'Budget authority over $100K',
    'Focused on digital transformation',
    'Values ROI and security'
  ],
  recommendedChannels: ['LinkedIn', 'Email', 'Webinars'],
  messagingTips: [
    'Emphasize enterprise-grade security',
    'Show clear ROI metrics',
    'Highlight integration capabilities'
  ]
}

Channel Recommendations

AI suggests optimal marketing channels:

const recommendations = await aiRecommendChannels({
  targetAudience: 'IT Directors',
  budget: 10000,
  goals: ['Lead Generation', 'Brand Awareness']
});

// Returns:
[
  {
    channel: 'LinkedIn Ads',
    estimatedCost: 4000,
    expectedLeads: 80,
    costPerLead: 50
  },
  {
    channel: 'Email Campaign',
    estimatedCost: 2000,
    expectedLeads: 200,
    costPerLead: 10
  },
  {
    channel: 'Webinar',
    estimatedCost: 3000,
    expectedLeads: 50,
    costPerLead: 60
  }
]

Best Practices

Lead Management

Keep the Public Pool Clean: Regularly review and assign or disqualify leads
Update Lead Status: Keep status current (New → Working → Nurturing/Converted/Dead)
Monitor Lead Score: Focus on high-score leads (>70)
Enrich Data: Complete all available fields for better scoring
Track Source: Always capture lead source for attribution

Campaign Management

Set Clear Goals: Define success metrics before launching
Track Costs: Update actual costs regularly
Monitor ROI: Calculate and review ROI for optimization
Segment Audiences: Target specific segments for better conversion
Test and Iterate: A/B test messaging and channels
Follow Up: Ensure timely follow-up on campaign responses

Example Workflows

Lead Capture Workflow

// 1. Web form submission
const lead = await db.doc.create('Lead', {
  FirstName: 'John',
  LastName: 'Doe',
  Email: 'john@example.com',
  Company: 'Example Corp',
  LeadSource: 'Website',
  Status: 'New'
});

// 2. AI calculates score
// (automatic via trigger)

// 3. Auto-assign to sales rep
if (lead.LeadScore > 70) {
  await db.doc.update('Lead', lead.Id, {
    OwnerId: await getNextAvailableRep(),
    Status: 'Working'
  });
}

// 4. Send notification
await sendNotification({
  to: lead.OwnerId,
  message: `New hot lead: ${lead.FirstName} ${lead.LastName} (Score: ${lead.LeadScore})`
});

Campaign Execution Workflow

// 1. Create campaign
const campaign = await db.doc.create('Campaign', {
  Name: 'Q1 2026 Email Campaign',
  Type: 'Email',
  Status: 'Planning',
  StartDate: '2026-02-01',
  EndDate: '2026-02-28',
  BudgetedCost: 5000
});

// 2. Build target list
const targets = await db.find('Lead', {
  filters: [
    ['Industry', '=', 'Technology'],
    ['LeadScore', '>', 50],
    ['Status', '!=', 'Converted']
  ]
});

// 3. Add campaign members
for (const lead of targets) {
  await db.doc.create('CampaignMember', {
    CampaignId: campaign.Id,
    LeadId: lead.Id,
    Status: 'Sent'
  });
}

// 4. Track results
await db.doc.update('Campaign', campaign.Id, {
  NumLeads: targets.length,
  Status: 'In Progress'
});

// 5. Calculate ROI (after campaign)
await db.doc.update('Campaign', campaign.Id, {
  ActualCost: 4500,
  ActualRevenue: 45000,
  NumConvertedLeads: 15,
  Status: 'Completed'
});
// ROI automatically calculated: (45000-4500)/4500 = 900%

Next Steps

Sales Automation - Convert leads to customers
AI Capabilities - Learn more about AI features
Creating Objects - Customize lead/campaign objects

Marketing & Leads

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