Influenced vs sourced pipeline

Sourced pipeline is revenue opportunity a channel directly created (the first touch that opened the account); influenced pipeline is opportunity a channel touched somewhere along the journey without originating it. Most attribution disputes are the two being conflated.

Why it matters

Channels look wildly different depending on which measure you use, and vendors have an incentive to quote whichever flatters them. A guest-interview motion is unusual in that it is strong on the harder claim (sourcing) because the interview is a first meeting with a named buyer, logged in the CRM.