Referral Engine · Channel Drill-down

How each group sources referrals

Machine-sourced against human-sourced, compared on the only thing that settles it — closed-won opportunities and revenue. Name-use permission requests are excluded throughout: they never reach a member and have no win state, so counting them would flatter every rate.

Why there is no “we asked the member” column. An earlier version of this page split human sourcing using the Data Source field. That split was invalid. The field is not fixed at record creation — the “Direct Member Referral” share climbs from 10.5% of records at Research Submitted to 64.0% at a win, and peaks at 69.0% on No Response From Member, which is a loss. It tracks how far a record travelled, not where it came from, so outcomes compared across it were circular. Selma is safe to split on because it is machine-assigned at creation.

15,170 sourcing records Jan 2025 – Sep 24, 2026 40 groups with 80+ records 7,404 permission requests excluded

Every stage, by channel. Revenue is deduplicated by opportunity.
ChannelRecordsGD decidedGD approval Referrals madeMade rateFollow-through OppsClosedWonClose rate RevenueWins / 100 recRevenue / record

End result per 100 records

Closed-won opportunities produced per 100 sourcing records. This is the number that decides where a research hour should go.

Where each channel leaks

Conversion at each gate. A channel can clear the GD easily and still never close.

Volume over time

Sourcing records created per quarter by channel. Watch for the quarter Selma arrives.

Who has actually been asked

Members appearing in this group's records, and how often they were asked
MeasureCountRead

Data Source values behind the human-sourced records

Shown for transparency only. These labels drift with funnel stage, so nothing on this page computes an outcome from them.

Data sourceRecordsShare of research channel

Every group, ranked

Sorted by revenue per sourcing record. Click a row to open that group.

All 40 groups with 80+ sourcing records
GroupGroup DirectorRecordsSelma share Human-sourced wonSelma won Close rateRevenueRevenue / record

Generated from referrals_1_25.csv joined to Salesforce opportunity outcomes on the referral item number. Rebuild with analyses/group-drilldown/build.py.

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