How do you measure the impact from warm introductions?

Everyone intuitively understands that connecting the dots leads to better outcomes. You can increase response rates, source warm introductions, multi-thread deals and tap into influence that helps you win more deals.

If you make your Intro Requests through Connect The Dots they'll appear on your dashboard so that you can get a sense for their success rate.

But to appreciate the full value of warm introductions, and understand their pipeline impact relative to other tactics like inbound marketing, it is best to track them using Salesforce Campaigns. When someone makes a successful Warm Introduction that leads to pipeline or has a material impact on the winning of a deal, tag the contact in Salesforce. 

You may not be successful at tagging everything that comes through a warm introduction, but often times you can identify the biggest deals. 

Another approach is sit down with the sales team on pipeline review calls or quarterly business reviews. Ask, which of these accounts were we able to successfully able to Connect The Dots? How did we make the connection? What impact did it have on the deal?