Section 2 · Qualification & Opportunity Scoring

2.4Real-time re-scoring

Built in the POC

No.: 2.4
DMA's reference: Decision Book p.12
Phase: Phase 1
Autonomy: L4 · Autonomous
DMA's decision: Yes

What DMA asked for · Decision Book p.12

The score updates mid-conversation as new information (budget, urgency, authority) comes out.

Why it matters to DMA: A lead that looked average can turn hot in the same conversation; DMA shouldn't miss that.

In our words, from DMA's Product Decision Book v3, page 12.

How we do it

In the website chat, after every exchange a small, fast model updates the running notes (industry, locations, the problem, role, timing, budget, services that fit). Code then recomputes the score and tier straight away, so the next reply and the follow-up use the new picture.
The re-score is cheap and quick: about a fifth of a cent and two seconds per exchange, and it never delays what the visitor sees.
For the Nutshell records, a change in Nutshell (a new note, a stage change) triggers a re-score of just that account a few seconds later, rather than waiting for the next full run.
Each new score is stored as the current one, with its reasons; the previous one is kept, so the history of a lead's score is visible.

The flow

It plays on its own while it's on screen; hover or use the controls to pause or step through.

Step 1 of 4

Something new comes up

"I'm the owner" and "our site is brightsmile-demo.test": authority and fit are now known.

Person
AI
Rule in code
Routing
Screen
Stored data

Where the data goes

The same six stages on every page. Nothing reaches Nutshell except through the write gate.

1Chat or Nutshell
Source
Every visitor message; every change in Nutshell.
2Sync
Copies Nutshell changes into the bridge database
A Nutshell change triggers a re-score of that account.
3Bridge database
A copy of the CRM data, plus what the AI works out
The new current score, with the previous ones kept.
4AI
Claude models, only through DMA's own gateway
A small model updates the notes; it doesn't set the score.
5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
The new AI Score and Tier go to Nutshell.
6Nutshell
The system of record
The team sees the updated tier.

The tables behind it

Drawn from the POC's database catalogue: structure only, no data.

PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)

Table	What it holds	Columns
ai.scores	One current score per record; older ones kept for the history.	20
conv.conversations	The chat whose notes change the score.	22

How the tables connect (2)

Column	Points to	Kept by
ai.scores.prompt_id	agent.prompts	The application (by id)
conv.conversations.agent_version_id	agent.agent_versions	The application (by id)

Worked example

Synthetic demo data: every name, business and number is made up.

One recorded chat: the notes and score after each exchange

1 / 3

What you see

1.First exchange: the problem

The visitor describes the business and the problem; the AI asks one question.

What happens in the system

LLM gatewaynote-taker
Claude Haiku 4.5: 1,513 tokens in, 127 out · $0.0021 · 1.7 s. Records dental, 3 locations, the problem.
Rule engineinbound score v1
Code re-scores at once from the updated notes.

Right-hand values come from a real run of the POC on September 25, 2026 (trace tr_muh5sw194tot7e797019, tr_muh5sw3y109o05zmqjmp6…). Rows marked “sample” are illustrative.

A synthetic visitor on the BrightSmile demo site: the score after each exchange.

Score by exchange

After message	What was learned	Score	Tier
1	Dental, 3 locations, new-patient calls down (a stated problem)	58	B
2	Owner; the website; services that fit: SEO and local	76	A
3	Timing: in the next month or two	82	A
4	Booked a call	88	A

In the running POC

1 / 3The first exchange.

1The visitor's words.
2One question back.

Website chat · BrightSmile Dental demo site. Captured from the running POC on September 25, 2026; synthetic data.

See it live

Opens the exact screen in the running POC, in a new tab.

Open	Where	What to try
BrightSmile Dental demo site	Demo prospect website	Add details one message at a time.
Live chats	DMA AI dashboard	Watch the conversation update.

Status

Built in the POC

Built in the POC. This capability runs in the POC today, on synthetic data, end to end.