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“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
Customer acquisition cost reveals the true efficiency of your sales efforts, but Salesforce can’t easily integrate marketing spend data with sales performance or calculate rep-specific CAC across multiple attribution models.
This guide shows you how to track comprehensive CAC metrics that combine sales and marketing costs for accurate performance analysis.
Calculate comprehensive CAC metrics using Coefficient
CoefficientSalesforceSalesforceenables sophisticated customer acquisition cost tracking that overcomes major limitations inandnative reporting. You get multi-source data integration, complex attribution modeling, and automated cost allocation across territories and reps.
How to make it work
Step 1. Import and integrate cost data sources.
Pull Opportunity data for closed won deals and Campaign Member data for marketing attribution. Import external cost data including payroll, marketing spend, and territory budgets. Use custom formulas to calculate rep-specific CAC combining salary, commission, and attributed marketing costs.
Step 2. Set up attribution modeling and cost allocation.
Create first-touch attribution (CAC based on initial marketing touch), multi-touch attribution (distributed cost across campaign interactions), and sales-assisted attribution separating marketing vs. sales-sourced leads. Use automated distribution formulas for shared costs across reps based on performance.
Step 3. Calculate advanced CAC metrics and ratios.
Build blended CAC (overall cost per customer), paid CAC (cost from paid channels only), and organic CAC (cost from referral sources). Add LTV ratio calculations comparing customer lifetime value to acquisition cost with territory-specific adjustments.
Step 4. Create performance correlation and optimization analysis.
Calculate CAC efficiency scores comparing rep CAC to company averages. Track quarter-over-quarter CAC improvement trends and identify lowest CAC sources by rep. Set up predictive CAC modeling based on current pipeline and spend rates with automated monthly updates.
Optimize your acquisition investment strategy
Start trackingComprehensive CAC tracking enables data-driven decisions about territory investment, channel optimization, and sales process improvements that maximize return on acquisition spending.CAC metrics to optimize your customer acquisition strategy.
