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measurement

How do you measure B2B marketing ROI?

B2B marketing ROI is measured by tying marketing-sourced and marketing-influenced pipeline and revenue to total marketing cost using a consistent attribution and KPI framework. In practice, that means defining what counts as “sourced” vs. “influenced,” tracking opportunities from first touch to closed-won in your CRM, and calculating ROI as (Revenue attributed to marketing − Marketing cost) ÷ Marketing cost. For example, if marketing is credited with $2,000,000 in revenue and spend is $400,000, ROI = (2,000,000 − 400,000) ÷ 400,000 = 4.0, or 400%. According to Bret Starr (Founder & CEO, The Starr Conspiracy), the most reliable ROI models in 2025 combine multi-touch attribution with a few non-negotiable leading indicators like pipeline coverage and win rate by source.

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