This article discusses how to effectively measure the impact of brand investments on B2B sales pipelines. It highlights the limitations of traditional attribution methods and introduces incrementality testing as a more accurate approach for understanding brand influence on demand. The author provides a step-by-step framework for implementing this measurement strategy.

Incrementality is emphasized as the key metric for evaluating the true impact of marketing efforts. Unlike traditional metrics, incrementality focuses on the direct effect of a marketing campaign by measuring what would happen without it, providing a clearer understanding of its value. This approach allows marketers to make informed decisions and optimize their strategies effectively.