3 Replies Latest reply on Jan 3, 2017 10:42 AM by Wyatt Bales

    Model Performance Analysis - Direct/Indirect Transition

      Hi Marketo-eers,

       

      I'm looking to report on MQLs passed to sales on a monthly basis.  Using RCE, I'm running a Model Performance Analysis with "To Stage" includes "MQL" and Date includes 'Last 6 months" as filters.

       

      When I run this I get an extremely large number of MQLs per month, one that my sales leader believes is artificially high.  When I filter this further between "Direct Transition" and "Indirect Transition" I see a large skew -- The Indirect number is, on average, 50% bigger than Direct, and the Direct number more closely matches sales leaders' expectations of the MQL number.

       

      Does anyone have any advice/insight into this?  I'm wondering if I'm misunderstanding what Direct and Indirect mean.  My expectation is that Indirect just means there are additional transition steps between the start stage and "MQL," and might include some leads which hit MQL more than once in a month (expected to be rare, but possible).

       

      Any insight you could provide would be much appreciated!

       

      Thanks,

       

      Rich