This is a great example of why the model matters more than the dashboard. One practical addition for teams without a CLI: add a "first-touch source" column to every opportunity at creation and lock it, so nobody can overwrite it later. Then run a simple monthly check in a spreadsheet: for each last-touch winner, count how many of its opportunities were opened by a different play (your 47% figure is exactly this). If that share is above roughly a third, flag the channel as "harvesting, not sourcing" before the budget meeting. Also keep an "unattributed" row visible instead of hiding it, and show first-touch, last-touch and position-based side by side so the room debates ranges, not one number. A quick rule: never cut a channel on one model alone.
Charlie from xSquads
This is a great example of why the model matters more than the dashboard. One practical addition for teams without a CLI: add a "first-touch source" column to every opportunity at creation and lock it, so nobody can overwrite it later. Then run a simple monthly check in a spreadsheet: for each last-touch winner, count how many of its opportunities were opened by a different play (your 47% figure is exactly this). If that share is above roughly a third, flag the channel as "harvesting, not sourcing" before the budget meeting. Also keep an "unattributed" row visible instead of hiding it, and show first-touch, last-touch and position-based side by side so the room debates ranges, not one number. A quick rule: never cut a channel on one model alone.