CRM created leads as SALES channel?

[Anonymous]

Does anyone place NEW LEADS created in the CRM (by sales) into a dedicated program, with a channel like "SALES-OUTBOUND" ? I noticed in the Marketo webinars on analytics they have a dedicated channel set up, and I'd like to assume this is not a bad practice. Any thoughts? 

[Tara_Petre · Accepted solution]

We use a Sales generated channel and have campaigns listening for sales created with a source of SFDC, we then mark them with the appropriate acquisition program, source and source detail.  

We use an inclusive analytics behavior for this channel with 2 possible statuses (member and engaged) with engaged being th success.  We always mark them as member to avoid capturing false successes in our reports.

[Anonymous]

Thanks Tara! This is exactly what I envisioned. Curious: What do you define as your success trigger for this campaign? 

[Tara_Petre]

A success in this channel is 'engaged,' however, we don't actually mark leads in the sales generated channel with a success.  They can be successful within other programs, but being created isn't considered a success within our organization.

Hope this helps!

[Anonymous]

Perfect, we'll mimic your ideas here. Thanks Tara.