Five steps before you invest a lot of 💵 in a marketing attribution tool
How to not put the cart before the horse and buy a tool before the team is ready:
- Build reports using the tools you have. SFDC opportunity influence and lead source reports are a good place to start.
- Dig deep into interesting opportunities and recently won customers. Try to understand what activities are really pushing your buyers towards a sale. Interview your customers and/or your sales team.
- Educate the wider team and start using the data gathered to inform your marketing decision making. Data is meaningless if you are not using it to be better.
- Operationalize the use of this data into your team's habits and decision-making. Make sure the data is consistently being used when and where decisions are made. Then.... when the marketing team is educated and on board with this simple version 👇
- Build a solid business case for the increased level of insight and value a more complicated tool will provide.
Only buy when the team is ready. If they are not using the simple data you can get now, they will likely ignore or struggle with the even more complicated version later.