> ## Documentation Index
> Fetch the complete documentation index at: https://docs.trackplay.io/llms.txt
> Use this file to discover all available pages before exploring further.
# Hot leads
> A 0 to 100 score built from watch behavior, calibrated against real sales, with the exact weights published so you can check its work.
Most "engagement scores" are a black box: a number with no explanation attached, tuned by
someone who does not sell what you sell. TrackPlay's is not. Every weight below is public,
and every score comes with the plain-language reason behind it. That is the point: a
score you cannot audit is not a score, it is a guess wearing a decimal point.
Hot Leads is the ranked call list. It shows the viewers who have not bought yet and are
acting like they are about to.
## What counts as a lead
A lead is a session, not a person. TrackPlay scores individual visits, because the same
viewer can be cold on Monday and hot on Thursday, and the call list should reflect
Thursday.
The list only includes:
* Sessions that have **not converted**. A viewer who already bought does not need a call.
* Sessions from the last **90 days** by default.
* A maximum of **500 rows**, ranked by score, highest first.
Bots are excluded entirely, not penalized. A session TrackPlay believes is automated
never appears on the list and never affects the score of anything else.
## The score
The score runs 0 to 100. It is built from watch behavior, engagement actions, and traffic
quality, each weighted by how strongly it actually predicted a sale on real conversion
data, not by guesswork about what "should" matter.
The weights were set by measuring the real conversion rate behind each signal (687,000
sessions, 4,924 of them converting) and scaling each one to its lift over the baseline
conversion rate. A signal that converts twice as often as baseline is worth roughly 10
points. This is why "reached the offer" outweighs "unmuted": it converts more.
| Signal | Points | Why |
| - | - | - |
| Clicked a CTA | **+30** | The strongest single signal. Converts 7.8 times the baseline rate. |
| Reached the offer | **+24** | Watched to the pitch (your Pitch Time, or the one detected from your transcript). Converts 5.3 times baseline. |
| Rewatched a section | **+18** | Went back to hear something again. Converts 3.6 times baseline. |
| Returned or resumed | **+16** | A second visit, or picked a paused video back up. Converts 3.2 times baseline. |
| Watch depth | **up to +20** | Scaled continuously by how far into the video they got. A viewer at 60% of the furthest-watched point earns 12 of the 20 points, not a flat bonus at a threshold. |
| Unmuted | **+10** | Turned the sound on by choice. Converts 2 times baseline. |
| Mobile device | **+4** | VSL traffic is mobile-first here; mobile converts better than desktop on this signal set. |
| Played at all | **+3** | Table stakes. Converts only 1.1 times baseline on its own. |
| Desktop | **−12** | Converts at 0.3 times baseline on this traffic. A real penalty, not a missing bonus. |
| Datacenter traffic | **−40** | Bot-adjacent. Converts at 0.12 times baseline. The heaviest single weight in either direction. |
The total is clamped to a floor of 0 and a ceiling of 100. A session cannot score below
zero no matter how many penalties stack, and cannot score above 100 no matter how many
positive signals fire.
### Tiers
Below **12**. Converts at 0.013% in the calibration data.
**12 to 54**. Converts at 0.235%, about 18 times the cold rate.
**55 and above**. Converts at 3.924%, about 5.5 times the site baseline and 300 times
the cold tier.
Hot is a defensible call list because it is validated against outcomes, not asserted.
If a future re-check ever shows hot leads no longer converting far above cold leads, the
weights are wrong and need to be re-derived. A score that stops separating winners from
the rest is not worth publishing, and TrackPlay treats it that way internally.
### Every score shows its reasons
A lead's card does not stop at showing "78". It shows the sentence behind it: *"Reached the
offer, clicked a CTA, returning visitor. Has not converted yet, prioritize for
follow-up."* Each contributing signal is listed individually, positive and negative, so
you can see exactly why a viewer ranked where they did instead of trusting a number on
faith.
## The reachability strip
A high score does not mean you can act on it. Every lead and every profile carries a
reachability state, and TrackPlay shows it honestly rather than implying a channel that
does not exist.
A real email or phone number is on file for this person. You can email or call them
directly.
TrackPlay has a hashed email, a hashed phone, or a cross-device cookie for this
person, but no raw address or number. You cannot email or call them, but you can
upload the hash to a Meta, Google, or TikTok custom audience and retarget them there.
No identity signal at all. TrackPlay knows the session's behavior and where it came
from, and nothing about who it was.
Reachability checks Meta, Google, and TikTok specifically. There is no Microsoft Ads
match today.
Most hot leads are anonymous, because a viewer who has not converted has usually not
handed over contact details either. That is expected: the score exists to tell you who is
worth chasing, and the reachability strip tells you honestly whether you can chase them
by name or only by retargeting the browser.
## Hot Leads vs. All Viewers
Two different lists live under Audience, and they answer different questions.
| | Hot Leads | All Viewers |
| - | - | - |
| Scope | Non-converted sessions scored 55+ | Every identified viewer |
| Window | Last 90 days, capped at 500 rows | Last 7 days by default |
| Question it answers | Who should I call today? | Who has TrackPlay identified recently? |
All Viewers is the identity rollup: every profile the identity graph has resolved, most
recent first, whether or not they scored high on anything. Hot Leads is narrower and
sharper: it is the follow-up list, filtered to people who have not bought and are
behaving like they are close.
## Automatic follow-up
The moment a session's score crosses 55, TrackPlay fires a `lead.hot` event into your
webhook and CRM-tag pipeline, so a Zapier flow or a CRM automation can pick it up without
anyone checking the dashboard. Each session beacons once: a 30-day dedup guard means a
lead that stays hot for weeks does not spam your CRM with the same trigger every day.
No plan gates Hot Leads or the reachability strip. Every workspace on every plan sees
the same score, the same weights, and the same reasons.
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