Warm introductions, or referrals from within and outside the company, were the top source of leads in 2015, accounting for 32% of total leads. Leads from warm introductions had a 23% higher average deal size and were 37% more likely to win deals compared to other lead sources combined. Four of the top five largest deals in 2015 were sourced through warm introductions.

1. * Includes introductions and referrals from within and outside the company
** Versus other 5 lead source channels combined
Leads Sourced Through
Warm Introductions*
• 23% Higher Average
Deal Size**
4 of top 5 largest deals
sourced through Warm Introductions
• 37% More Likely to
Win Deal**
Warm Introductions:
#1 source of leads in 2015
Call
3% Email
10%
InMail
25%
Warm
Introductions
32%
Events
2%
Marketing Leads
28%
Revenue Contribution
By Lead Source