Word of the week: Content influence
Content influence is a metric measuring the amount of pipeline generated by deals that interacted with a specific piece of content during the sales process. A more meaningful metric than content views or number of downloads, content influence helps when measuring the effectiveness collateral has on converting customers. What are prospects viewing before they close? What types of content are they considering while at the top and bottom of the sales funnel? Content influence recognizes that prospects may interact with a number of collateral pieces, all of which can affect them during the buying process.