Pipeline attribution readiness: 25 checks for HubSpot and Salesforce
Most attribution problems start before any model is chosen: sources are not captured, stages are not defined and ad platforms never hear back from the CRM. This 25-point checklist helps RevOps and marketing ops leaders fix the foundations so HubSpot or Salesforce can report pipeline by source with numbers sales and finance accept.
For revOps, marketing operations and CMOs. Opens on this page; a written copy follows by email.
What you get in the full checklist
- 25 checks across stages, sources, forms, integrations and reports
- Definitions to agree with sales and finance
- How to send CRM outcomes back to Google and LinkedIn
- A one-page metric dictionary template
Five foundation checks
- Lifecycle stages are defined in writing and every record has one.
- Every form captures original source, latest source, UTM fields and click IDs.
- Opportunities are linked to contacts and companies, not floating alone.
- Sourced and influenced pipeline have one agreed definition each.
- Someone owns the definitions and approves changes.
Pipeline attribution readiness checklist for HubSpot and Salesforce
Most attribution problems start before any model is chosen: sources are not captured, stages are not defined and ad platforms never hear back from the CRM. This 25-point checklist helps RevOps and marketing ops leaders fix the foundations so HubSpot or Salesforce can report pipeline by source with numbers sales and finance accept.
RevOps and marketing operations
CRM, attribution, routing and dashboards your sales and finance teams trust.
About this checklist
Do we need an attribution tool?
Not to start. Most teams get further by fixing source capture and definitions in HubSpot or Salesforce first, then deciding whether a tool adds value.
Does this work with both HubSpot and Salesforce?
Yes. Every check applies to either, and the integration section covers running both together.
