System 03
Revenue Attribution
Which channel, partner, campaign, and message actually produced the deal, traced from first touch to closed contract.
Overview
What this actually is.
Enterprise deals involve six to eleven people and dozens of touches over months. Last click reporting will tell you the demo request produced the revenue, which is true and useless.
We build the model that shows what actually moved the account, so budget stops flowing to whichever channel happens to sit closest to the form fill.
Scope
What the engagement covers.
Multi Touch Model
First touch, assisting touches, and closing touch weighted to a model your finance team will accept.
Buying Group Journeys
The path mapped at account level, not contact level, because that is how enterprise deals actually happen.
Channel Contribution
Sourced versus influenced revenue split across SDR, partner, paid, events, and inbound.
Assisted Conversions
The touches that never get credit under last click but consistently appear in won deals.
Closed Loop Reporting
CRM fields, definitions, and hygiene rules so the model keeps working after we leave.
Spend Reallocation
A quarterly recommendation on what to cut, hold, and fund, with the evidence attached.
Timeline
How it runs.
Weeks 1 to 2
Audit
Account overlap analysis, partner category selection, and the commercial case each category needs to hear.
Weeks 3 to 6
Build The Model
Outreach to partner leadership, first agreements signed, incentive terms agreed.
Weeks 7 to 10
Backfill And Validate
Run the model against closed deals from the last four quarters to check it explains outcomes you already know.
Ongoing
Report And Act
Monthly contribution reporting and a quarterly recommendation on where the budget should move.
Measurement
What this moves.
These are the numbers we report on and are judged against. Full definitions sit on the KPI Layer.
Attribution Accuracy
Channel Contribution split
Cost Per Accepted Opportunity
Return on Channel Spend
Related
Often Run Alongside.
Performance Execution
Paid acquisition and creative testing run against pipeline contribution rather than impressions or clicks.
Enterprise SDR
A named outbound team working your Tier 1 list across email, phone, and LinkedIn, to a written qualification standard.
Partner Channel
Recruiting and activating the partners who can produce referral and joint selling pipeline into accounts you can’t reach cold.
Next Step
Thinking about revenue attribution?
Bring your close rate, your contract value, and the accounts you cannot get into. We will build the model on the call.
We build and run the sales development desks behind enterprise pipeline, and we report on accepted opportunities, not activity.