Campaign ROI

Salesforce records cost per campaign and links campaigns to opportunities, but the standard ROI fields often sit empty or lean on a single Primary Campaign Source, so most teams cannot say which programmes actually paid back. Without a consistent ROI view, budget tends to follow the campaigns that generated the most leads rather than the most revenue.

A reliable Campaign ROI figure lets marketing defend spend, retire programmes that drain budget without returning revenue, and reinvest in the channels that compound. It also gives sales and finance a shared, revenue-anchored read on where pipeline really comes from.

Sync your Salesforce Campaign, Campaign Member, Campaign Influence and Opportunity objects into your warehouse and compute Campaign ROI in KPI Tree, deciding upfront whether you attribute on primary source or influenced revenue. Place it in a metric tree beside contact conversion rate and customer acquisition cost so you can see how campaign returns roll up into pipeline and acquisition efficiency.

Assign RACI ownership in KPI Tree so a marketing operations lead is Accountable for the figure and campaign owners are Responsible for keeping costs accurate, then set a monthly review cadence aligned to your campaign reporting cycle so underperforming programmes are caught while there is still budget to reallocate.