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Carmella_Dunn-H
Carmella_Dunn-H
Level 2
November 16, 2017
Question

How to get clean reporting for Known > SAL vs. MQL?

  • November 16, 2017
  • 1 reply
  • 2028 views

Hi there,

For awhile now we have been counting MQLs to include both of these groups:

  1. Marketing-generated leads that qualify based on their score and/or through a "hand-raising" event: Lifecycle flow = Known > MQL
  2. Marketing-generated leads that do not fall into #1 that the sales team has cherry-picked: Lifecycle flow = Known > SAL

Both of these lifecycle flows trigger an update to the MQL Date Stamp, so when it comes to reporting we do not specify which path the lead took. I am toying with the idea of building a special Date Stamp stamp for the Known > SAL group so that we have the option of reporting on them separately.

Curious to know if anyone has gone down this path.

Thanks,

Carmella

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1 reply

Josh_Hill13
Josh_Hill13
Level 10
November 17, 2017

Depends how you manage this.

With RCM, I explicitly setup "skip steps" that allowed someone to go from Known to SAL or MQL to Closed Won. This enabled RCE to calculate this for you. If you were to manually manage the date stamp, then yes, you need to ensure such skip flows stamp several timestamps at once.

Carmella_Dunn-H
Carmella_Dunn-HAuthor
Level 2
November 17, 2017

Ah, okay. We don't have RCE but probably best to build the steps into RCM

anyways.

When leads move from Known > SAL we *are *currently stamping both SAL and

MQL dates. However I'm wondering if, instead of stamping an MQL, we should

be giving them a unique stamp to indicate that they were a cherry-picked

lead. Maybe call them a "Direct" MQL?

Carmella Dunn-Hartman

Marketing Operations Manager

Mobile: +1 541 250 9673

San Francisco, CA

<https://nginx.com/>

<https://www.linkedin.com/in/cdunnhartman> <https://twitter.com/nginx>

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On Thu, Nov 16, 2017 at 8:13 PM, Josh Hill <marketingnation@marketo.com>

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