CRM-Based Channel and Source in the Absence of Tracking Activity
If there is no tracking activity available prior to a stage, we rely on the original source data within the CRM to determine its channel and source.
We currently support this feature for the HubSpot and Salesforce integrations.
HubSpot
To determine the channel and source, we leverage the Analytic Source (formerly Original Source) property in addition to UTM parameters in URLs and referrer information found in the contacts, companies, and deals data. We follow the guidelines provided in HubSpot's documentation to utilize this information to map the appropriate channel and source in Dreamdata.
Salesforce
We examine the Lead Source property for Opportunities, Contacts, and Leads. However, this property is not applicable to Accounts. Therefore, when dealing with a stage model involving Accounts, we utilize the Account Source property instead. Typical values for these properties include Outbound, List Purchase, or Webinar.
The value on one of these properties is then mapped to a combination of channel and source according to the next table. For instance, if the lead source is 'G2', we would designate the channel as 'Review Sites' and identify 'G2' as the specific source.
Microsoft Dynamics
We use the Source Campaign property for Opportunities and Accounts. For Leads we first look into the Lead Source Code property and if it's missing we then use the Source Campaign. Lastly, for Contacts we only examine the Lead Source Code property since source campaign is not applicable.
Lead Source/Account Source | Channel | Source |
Software Advice | Review Sites | SoftwareAdvice |
Paid Social | ||
Paid Social | ||
Drift | Chat | Drift |
G2 | Review Sites | G2 |
List Purchase | List Purchase | List Purchase |
Trade Show | Trade Show | Trade Show |
Zoominfo | Prospecting | Zoominfo |
SalesLoft | Prospecting | SalesLoft |
Intercom | Chat | Intercom |
Paid Search | ||
Bing | Paid Search | Bing |
Yahoo | Organic Search | Yahoo |
Capterra | Review Sites | Capterra |
Lusha | Prospecting | Lusha |
Prospecting | Prospecting | Prospecting |
Chat | Chat | Chat |
Social Media | Organic Social | Social Media |
Phone Inquiry | Calls | Call |
Call | Calls | Call |
Webinar | Webinar | Webinar |
Conference | Events | Event |
Event | Events | Event |
Paid Event | Paid Other | Event |
Content | Content Syndication | Content Syndication |
Partner | Partners | Partner |
Outbound | Outbound | Outbound |
Inbound | Inbound | Inbound |
Referral | referrer | Referrer |
Web Inquiry | Website | Web Inquiry |
Website | direct | Direct |
Web | direct | Direct |
Lead Forensics | Prospecting | Lead Forensics |
Landing | direct | direct |
Signup | Website | Signup |
Sign up | Website | Signup |
Service | Service | Service |
Advertisement | Advertisement | Advertisement |
Other | Other | Other |
Microsoft | Partners | Partner |
Marketing | Marketing | Marketing |
Sales | Sales | Sales |
Dealer | Dealer | Dealer |
