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Understanding Source Tracking

How online and offline lead sources are tracked in HubSpot, including the custom OfflineLeadSource property.

Overview

This document outlines the proposed implementation for tracking contact sources in HubSpot, including offline lead sources, sales and marketing qualified actions, and specific customization options to improve data clarity and reporting.

Key Objectives

  1. Differentiate between online and offline lead sources.
  2. Ensure comprehensive tracking of actions leading to lifecycle stage changes.
  3. Maintain a clean and logical structure within HubSpot for ease of use and reporting.

1. Online Lead Source Tracking

HubSpot automatically tracks online lead sources using default properties when they submit a HubSpot form:

  • Original Source: Indicates the source of the contact (e.g., Email Marketing, Paid Search, Organic Social).
  • Original source drill down 1 & drill down 2: indicates additional details (e.g. Campaign-specific details for Paid Search.)

Note: These properties are automatically populated when the HubSpot tracking code is set up. No manual intervention is needed.

https://knowledge.hubspot.com/properties/understand-traffic-source-properties

2. Offline Lead Source Tracking

To address scenarios where HubSpot cannot detect the source (e.g., imports or integrations), a custom property ‘OfflineLeadSource’ is introduced.

  1. Property Requirement:
    1. The OfflineLeadSource property is mandatory when creating contacts or importing lists.
  2. Lead Source Categories: see segmentation for the latest properties and values