Lead Source Best Prictices

[MichalSchreiber]

Hi, we're now starting to use a customized "lead source" field as a contact property.

I wonder what type of sources are being used. 

Specifically, do you separate between acquisition channels (PPC, SEO, etc.) to the website form (webinar registration, whitepaper, demo request, etc.). If someone comes to the website via PPC ad and submits a demo request, what would be his source?

[AllenHelms]

Because of what both @MFrankJohnson and @Aakar  have very correctly pointed out concerning how the Lead Source property/field is critical to the Salesforce integration, can be used as hidden field on HubSpot forms, and how HubSpot automatically captures the Original Source, we've found it helpful to actually "map" the Original Source to the Lead Source property in a way that can both accomodate non HubSpot/Inbound sources (like customer referrals, tradeshows, or other outbound sales efforts) and allow for consolidated reporting. In this case we mapped all Original Sources to "INBOUND" (Marketing) and also used additional Lead Sources to capture other programs like Sponsored Events, LinkedIn (LI) outreach, Customer Referrals etc.

This can be done with an easy workflow that maps the Original Sources to the Lead Source value you want them to roll up to. Here's an article that describes in more detail how this can be done.

It's also great for when both Marketing and Sales want to better utilize the same CRM contact database more effectively.

Hope this helps,

Allen Helms

CRM/Marketing Consultant

HubSpot + Salesforce

Organic Endeavors

[Aakar]

Hi @MichalSchreiber

First thing, I would suggest using the smart forms (based on the source). It'll be helpful when you promote a single landing page in multiple channels. For example: If someone comes via Organic search, you can pre-define the lead source to 'Oragnic' in the form. Here's an example of smart content. Here's the list of HubSpot supported sources. Please use the standard utm_source & utm_medium as mentioned on that page.

In your case, I'd suggest drilling down the original source and auto-populate the lead source using the workflows. For example: a user lands on your website via Organic search. (Original source: Organic) And then user visits your demo page. (your page source becomes Direct). In these cases, workflows become a handy tool. Your Workflows will look like this: Change the lead source to organic, if Original source = Organic but the lead source is Direct and so on. Let me know if you need help understanding these.

Thanks. 

[thisisdatis]

Hey Aakar,

Do you know a way of tracking lead source when someone has visited multiple pages on a site - IE: They land on a page (paramater is passed through PPC), however, they navigate through multiple pages before submitting the form. 

Is there a way to pass that parameter all the way to the form? 

Thanks. 

[Aakar]

Hey @thisisdatis 

You can do it with the workflows using the original source.

Use Original source = Paid Search as a starting condition. Contact has filled out any form submission on any page and the original source is paid search.

Then, simply set a contact property to PPC (Paid Search) or anything you want in the next step. 

Thanks.

[MFrankJohnson · Accepted solution]

You'll want to consult the built-in HubSpot source properties before attempting to build your own customized lead sources. Also, be careful when naming your custom contact property as names like 'Lead source' may be used by other major HubSpot integrations -- namely Salesforce.

- see Understand 'Original source drill-down' properties

[MichalSchreiber]

Thanks, but the original lead source fields are company properties, I'm trying to create a lead source on the contact level. 

[MFrankJohnson]

"Original source drill-down 1 and Original source drill-down 2 are two analytics properties included on every HubSpot contact record."

(cite: original source)