Seeking Advice on Reports for Differentiating Between "Harvest" and "Production" Leads in HubSpot

[rafazatti]

Hello HubSpot Community,

I'm exploring ways to enhance our lead management strategy and am interested in distinguishing between leads accumulated over longer periods ("harvest") and those generated or converted within a specific, short timeframe ("production") – for example, comparing leads that converted three months ago versus those in the last month.

Could anyone share if HubSpot offers any reporting features or tools that enable this kind of differentiation? Specifically, I'm looking for insights on how to track and analyze the performance of leads that have been in our system for various lengths of time, to optimize our long-term and short-term marketing and sales strategies.

Any guidance on setting up such reports or utilizing existing HubSpot functionalities to achieve this analysis would be greatly appreciated.

Thank you in advance for your help and insights!

[Jnix284 · Accepted solution]

Hi @rafazatti,

As @Jonas_De_Mets mentioned, you can create custom properties to help flag leads that fall under each of the categories, whether that's with custom calculated properties or workflows that trigger off of events that check timestamps for specific activities to update corresponding properties.

Those properties can then be used in reports to create your ideal dashboard.

Building the reports and the dashboard would be the easy part once you have the properties available to provide the data - the first step has to be defining Harvest vs Production so you have clear rules around what each means and can accurately calculate the necessary values for your leads.

You could start with a manual analysis of leads that you think fall into each of the categories and look closely at their behaviors, the dated/timestamp properties available and how each of those leads performed relative to your expectations - this will help you fine tune the criteria you will need to establish.

Happy to help if you have other questions!

[Jonas_De_Mets]

@rafazatti
What would be the criteria for leads labelled as "Harvest" versus "Production"?
Have you considered creating a custom property for these labels?
You could Calculate a value based on time between two properties and use that value to define if it's a "Harvest" or "Production" production lead.

Hope this helps!

Best regards,
Jonas De Mets
HubSpot Revenue Operations & Co-Founder @ Koalify 

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