How to Track Marketing Attribution
Connect marketing activities to revenue and prove ROI
Marketing attribution answers the question: which campaigns actually drive revenue? Without proper attribution, you're flying blind—unable to optimize spend or prove ROI. This guide shows you how to implement attribution tracking that connects marketing activities to pipeline and revenue.
Steps in this guide
Define Your Attribution Model
Choose how you'll assign credit to marketing touchpoints. Common models include first-touch, last-touch, linear, and multi-touch attribution.
Tips:
- First-touch: Credits the first interaction (good for awareness)
- Last-touch: Credits the final interaction before conversion
- Linear: Equal credit to all touchpoints
- Multi-touch: Weighted credit based on touchpoint importance
Implement UTM Tracking
Use UTM parameters consistently across all campaigns. This ensures every click is tagged with source, medium, and campaign information.
Tips:
- Create a UTM naming convention and document it
- Use a UTM builder to ensure consistency
- Tag ALL links: ads, emails, social posts, partner links
- Never change UTM conventions mid-campaign
Capture Anonymous Visitors
Most visitors are anonymous and can't be attributed with traditional tools. Use visitor identification to capture and attribute the 97% of traffic that doesn't fill out forms.
Tips:
- Implement visitor identification (like Bullseye)
- Capture UTM parameters for identified visitors
- Connect identified visitors to CRM records
- Track full journey even before form submission
Connect to Your CRM
Attribution data is only valuable if it connects to opportunities and revenue. Ensure UTM and touchpoint data flows through to your CRM.
Tips:
- Map UTM fields to CRM lead/contact fields
- Track touchpoints on opportunity records
- Maintain attribution through lead-to-account conversion
- Sync marketing platform data with CRM
Build Attribution Reports
Create reports that show marketing impact at every funnel stage: traffic, leads, opportunities, and revenue by source/campaign.
Tips:
- Pipeline by first-touch source
- Revenue by campaign
- Conversion rates by channel
- CAC and ROI by marketing program
Analyze and Optimize
Use attribution data to make investment decisions. Double down on what works, cut what doesn't, and continuously experiment.
Tips:
- Compare CAC and ROI across channels
- Identify top-performing campaigns to scale
- Find underperforming spend to reallocate
- Test new channels with controlled experiments
Common Mistakes to Avoid
- ✕Relying on last-touch only (misses awareness campaigns)
- ✕Inconsistent UTM tagging across the organization
- ✕Ignoring anonymous visitors (most of your traffic)
- ✕Not connecting marketing data to CRM revenue
- ✕Over-engineering attribution before basics are in place
Pro Tips
- ★Start with simple first-touch attribution, then add complexity
- ★Visitor identification is essential—you can't attribute anonymous traffic
- ★Marketing and sales need to agree on attribution model
- ★Review attribution monthly and adjust spend quarterly
Tools You'll Need
HubSpot
Built-in multi-touch attribution
Google Analytics
Web analytics and basic attribution
Dreamdata/Bizible
Advanced B2B attribution
Frequently Asked Questions
What is marketing attribution?
Marketing attribution is the process of identifying which marketing activities contribute to conversions and revenue. It helps you understand which campaigns, channels, and content drive results.
What's the best attribution model for B2B?
B2B typically benefits from multi-touch attribution since buying journeys are long and involve many touchpoints. Start with simple models (first/last touch) and evolve to multi-touch as you mature.
How do I attribute anonymous website visitors?
Use visitor identification technology to reveal who anonymous visitors are. Once identified, you can capture their UTM parameters and connect their full journey to CRM records.
Ready to put this into practice?
Start identifying your website visitors with Bullseye.
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