If you’re running enterprise sales campaigns, you already know the pain: a mess of channels, touchpoints everywhere, and sales cycles that drag on forever. If you want to know what’s working (and what’s a waste of money), you need to track campaigns the right way. This guide is for hands-on sales ops, revenue leaders, and anyone sick of chasing down scattered data.
We’ll walk through how to track multichannel campaigns in Gamma without losing your mind—or your weekends. Expect practical advice, pitfalls to avoid, and a few honest truths about what actually matters.
Why Multichannel Tracking Is a Headache (And Why You Should Still Bother)
Most enterprise sales teams use a mix of email, events, LinkedIn, paid ads, webinars, maybe even cold calls. Piecing all this together so you can prove what’s actually driving pipeline? Not easy.
Here’s the catch: If you don’t track campaigns across channels, you’ll end up guessing. Marketing will claim glory for every win. Sales will blame “bad leads.” Finance will ask why you’re spending so much. You need data everyone can trust.
Gamma promises to help make sense of it all, but like any tool, you get out what you put in. The good news: with some up-front effort, you can set yourself up to get real answers.
1. Get Your Foundations Right (Don’t Skip This)
Before you do anything in Gamma, sort out the basics. You don’t want to rebuild your setup in six months.
Map Your Channels and Touchpoints
- List every channel you actually use—don’t list “TikTok” if your buyers are never there.
- For each channel, write down the main touchpoints: e.g., LinkedIn InMail, trade show booth, demo request form, etc.
- Be honest: If there’s a channel you can’t reliably track (e.g., private DMs), either fix it or accept the blind spot.
Define What Counts as a Campaign
Gamma is flexible, but you need a shared definition. Is a campaign one webinar? A themed outbound push? A quarter-long ABM program? Decide now, write it down, and share it. Otherwise, you’ll compare apples to oranges later.
Standardize Naming Conventions
This sounds boring, but it saves pain later. Pick a format for campaigns, channels, and content. For example:
- Campaign: “FY24_Q2_ABM_Medtech”
- Channel: “LinkedIn_Ads”, “Email_Sequences”
- Touchpoint: “Webinar_Invite_May”, “Tradeshow_Booth_Lead”
Keep it short, clear, and consistent. If you let everyone freestyle, you’ll spend hours cleaning up “Linkedin” vs “LinkedIn” vs “LI”.
2. Set Up Gamma for Real-World Multichannel Tracking
Once you’re set on the basics, it’s time to get Gamma working for your team—not just for a product demo.
Build Custom Campaign Objects (Don’t Rely on Defaults)
- Gamma lets you create custom campaign objects. Use them.
- Tie every touchpoint to a campaign, not just to a contact. This lets you see multi-touch attribution later.
- Set up required fields: campaign name, channel, start/end date, owner, etc. Force good data entry.
Integrate Your Key Channels
- Connect Gamma to your email provider, CRM, ad platforms, and event tools. The more you automate, the less you rely on manual entry (which always breaks down).
- For channels that don’t have integrations (e.g., niche event lead lists), set up a simple import template. Don’t overcomplicate it.
Pro tip: Don’t waste time integrating every possible channel. Focus on the 3–4 that actually drive pipeline. You can always add more once your core setup works.
Tag Touchpoints with UTM Parameters (Where Possible)
- For digital channels: use consistent UTM parameters for every campaign and channel.
- Map UTMs to Gamma’s campaign fields. This is tedious at first, but crucial for multi-touch reporting.
- For offline channels (e.g., conferences), use unique codes or landing pages to simulate UTMs.
Set Rules for Attribution—And Don’t Overthink It
- Decide up front: are you using first-touch, last-touch, or multi-touch attribution? Gamma supports all three, but pick one as your primary lens.
- Multi-touch sounds fancy, but often muddies the water. Most teams start with last-touch and move to multi-touch as they mature.
- Document your approach and stick to it. Changing attribution models mid-quarter is chaos.
3. Operationalize Campaign Tracking (So It Actually Gets Used)
Setting up Gamma is only half the battle. Now make sure it works day-to-day.
Train (and Retrain) Your Team
- Walk sales, marketing, and ops through your Gamma setup—show them exactly how to log activity and tag campaigns.
- Make cheat sheets. Don’t assume people will “just know.”
- Do quick refreshers every quarter. People forget, especially when turnover hits.
Create a “Source of Truth” Dashboard
- Build a dashboard in Gamma that shows campaign performance by channel, by segment, and by stage (lead, opportunity, closed).
- Avoid vanity metrics. Focus on pipeline generated, meetings booked, and deals closed.
- Share the dashboard widely. If people can’t find it, they’ll make up their own numbers.
Set Up Regular Data Hygiene Checks
- Once a week (or month, if you’re lucky), audit your campaign data. Look for:
- Inconsistent naming
- Missing fields
- Duplicate campaigns
- Weird spikes or gaps
- Fix issues fast, before reports go out. Dirty data will kill your credibility.
Pro tip: Assign one person as the “Gamma data cop.” Not glamorous, but critical.
4. What to Ignore (Time-Wasters and Red Herrings)
There’s a lot of advice out there about “advanced” tracking. Here’s what most enterprise teams can skip:
- Over-engineered attribution models: If you’re spending more time debating credit than closing deals, you’ve lost the plot.
- Tracking every micro-interaction: You don’t need to log every webinar chat message or every LinkedIn like. Focus on meaningful actions: form fills, meeting requests, demo sign-ups.
- Custom integrations for one-off channels: Unless something is a major source of leads, don’t bend over backwards to automate it.
- Real-time reporting: Daily updates are nice, but weekly or monthly is usually enough. Don’t let “real-time” become a distraction.
5. How to Actually Use the Data (The Only Thing That Matters)
Good tracking is useless if nobody acts on it. Here’s how to get value from your setup:
- Review campaign performance with the team, not just in leadership meetings. Let the people running campaigns see what’s working.
- Use data to cut low-performing channels quickly. Don’t let pet projects linger because “we’ve always done it.”
- Double-down on what’s working, even if it’s boring. If trade shows drive real deals, keep doing them.
- Share wins and lessons learned. Make campaign tracking a feedback loop, not a compliance exercise.
Wrapping Up: Keep It Simple, Iterate Often
Tracking multichannel campaigns in Gamma isn’t about chasing perfection. It’s about making steady improvements, getting data you trust, and using it to make better decisions. Start with the basics, focus on what matters for your sales team, and don’t get distracted by shiny features.
You’ll never track everything perfectly—and that’s fine. The goal is clarity, not complexity. Tighten up your process a bit each quarter, and you’ll be miles ahead of most teams.