I'd love your thoughts on proposal engagement signals. One issue I've noticed is that email security scanners often open tracked proposal links before the buyer does, creating false views. If your team uses proposal tracking or document intelligence tools, how do you filter these out? More broadly, how much do you trust your proposal engagement data, and what would make it reliable enough to influence your next sales action?
Interested to hear more about that, but in general whenever we have received a signal that an email was opened the second it was sent… we’re always suspicious it was some sort of scanner.
I'd separate scanner opens from buyer behavior before the score touches rep actions. A first open seconds after delivery, identical timing across recipients, or a fast sweep across every page is probably machine activity; later reopens, repeated time on specific pages, and new viewers are more useful. I'd only trigger follow-up from a bundle of signals, not one view. Are you able to see viewer timing and page-level behavior today?
We see this all the time with link tracking bot scanners auto-fetching links within milliseconds of delivery from the same AWS/datacenter IP ranges. Filtering by user-agent + setting a time-delay threshold (e.g. ignoring opens within 3 seconds of email dispatch or non-residential IPs) is usually the only way to keep that trigger data clean.
Thanks, Wissam. Yes—we do track viewer timing and page-level engagement today, including time spent on each page and repeat visits. I completely agree that a single open isn't reliable enough to drive rep actions. The direction I'm exploring is exactly what you described: separating likely machine activity from genuine buyer engagement and combining multiple signals (repeat visits, page-level engagement, new stakeholders, timing, etc.) before surfacing anything as a meaningful buying signal. Your point about only acting on a bundle of signals rather than a single event really resonates. That's exactly the direction I'm trying to validate, so I really appreciate you sharing your perspective.
