Inbound

How should we report marketing-sourced versus marketing-influenced pipeline?

Sourced comes off the immutable first-touch field; influenced comes off campaign membership before the close date. Publish both with their definitions attached, because the two numbers will differ by a multiple and any deck that shows one without saying which invites an argument.

The trap is letting influenced expand until it covers everything. Bound it: which campaign types count, what the lookback window is, and whether an influenced deal needs a touch before opportunity creation. Write the definitions once and reuse them in every report rather than re-deciding per deck.

Evidence

What this is based on

Every claim above comes from work LeanScale published. These are the sources.

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