How to handle an introduction that overlaps with an existing opportunity

Understanding Referral Overlaps and Duplicate Review

When you introduce a company to SourceX, it's possible that the company is already known to us, or has been referred by another partner. SourceX has a clear process to manage these situations to ensure fairness and proper attribution.

What Triggers a Duplicate Review?

Your referral will enter a duplicate review if:

SourceX was already in discussion with the company before your introduction. This means the company was an existing lead in our system. Another partner has already referred the same company within the attribution window. Competing introductions are flagged for review.

In these scenarios, the system is designed to identify and process potential overlaps, rather than automatically rejecting or accepting a referral.

How Attribution Works

Attribution determines which partner receives credit for a successful referral. SourceX's policy is based on the principle of the 'first valid referral':

The first valid referral within the attribution window gets credit once the company completes a verified application. This means the individual who first successfully connects an eligible company to SourceX, and that company progresses to a verified application, will be credited. Credit is then locked. Once attribution is assigned, it generally remains with that partner for subsequent eligible transactions with the same company, up to the program cap.

What Happens During Duplicate Review?

When a potential overlap is identified, the system performs a review based on several factors, including the date and time of the initial contact, the validity of the referral (e.g., proper contact information, decision-maker involvement), and the company's prior engagement with SourceX. The goal is to determine the true source of the introduction that leads to the company's verified application.

Illustrative:

Imagine you introduce Company A. If SourceX's records show that an outreach specialist from SourceX had a substantive conversation with Company A's CEO last month about data licensing, your referral might be deemed a duplicate of an existing opportunity. Conversely, if SourceX only had an old, unresponded email from a few years ago, your fresh introduction might take precedence.

Illustrative:

If you refer Company B today, and another partner referred Company B a week ago, and both introductions led to the company expressing interest, the system will look at which referral resulted in the company completing a verified application first within the defined attribution window.

Ensuring Your Referral is Strong

While you can't control whether a company is already known to SourceX, you can maximize the strength of your referral:

Ensure decision-maker involvement: Your introduction should be made with the knowledge and consent of an authorized sponsor (an owner, executive, or their designate) who can approve a discussion about data licensing. Referrals made without the decision maker's knowledge are usually not a fit. Provide accurate contact information: Make sure the contact details are current and reach the appropriate person who can engage with SourceX. Understand eligibility:* Familiarize yourself with who qualifies for SourceX's programs to refer businesses that are a good fit from the start. This includes operating maturity, original documentation, and rights to license data.

What to Expect in Your Dashboard

Your referral dashboard provides updates on the status of your introductions, including if a referral is under duplicate review. If a referral is deemed ineligible due to an overlap, the reason will be recorded.

To understand the full terms and conditions, please refer to the program terms.