You gather leads on YouTube and upload them to HubSpot CRM, however identifying each lead’s specific YouTube ad is not possible. Likewise, after a lead converts to a customer, there’s no means to trace them back to the exact YouTube ad.
Without tracking, it’s impossible to measure your YouTube ads effectiveness, so you can’t identify which ads are bringing in leads and customers. This results in spending on various ads without knowing their impact.
Luckily, there's a quick solution to associate each lead with the specific YouTube campaign, ad group, and ad that generated it.
Let’s go through the process, one step at a time!
How to Track YouTube Ads in HubSpot CRM
Step 1: Add Leadsources in the head tag of your website
Leadsources allows you to track the source of each lead. Place it on your site, and it will gather up to 7 data points about each lead’s source.
➡️ Sign up to Leadsources.io for free
➡️ Add the Leadsources tracking code to your site
Step 2: Add the UTM parameters to your YouTube Ads
Include UTM parameters in your ad URL to record YouTube ad data, like campaign, ad group, and specific ad. Here’s a recommended format:
UTM_source=YouTubeUTM_campaign=campaign-nameUTM_term=ad-group-nameUTM_content=ad-name
The final URL should look like this:
https://www.yourdomain.com/?&UTM_source=youtube&UTM_campaign=campaign-name&UTM_term=ad-group-name&UTM_content=ad-namePlease note: Even without UTM parameters, Leadsources ensures that lead source data is fully tracked.
Step 3: Add the hidden fields in your form
A hidden field is a form field that doesn’t display to the user but stores important information that gets submitted with the form.
These hidden fields contain the lead source data saved by Leadsources. Upon submission of the form, they are automatically filled with YouTube Ads information.
Step 4: Capture the YouTube Ads data in HubSpot CRM
Leadsources fetches YouTube campaign, ad group, ad data, and more as soon as users click your ads and visit your site.
After that, Leadsources transfers this YouTube ad data into the hidden fields of your form.
Once the form has been submitted, the YouTube ad data and lead details will be visible in HubSpot CRM (you must connect your form to HubSpot CRM).
How does Leadsources work?
Whenever someone visits your site, Leadsources fetches YouTube ad data and populates it into the hidden fields of the form. Once submitted, this data and lead details such as name and email are sent to HubSpot CRM.
For each new lead, Leadsources tracks the full source data:
| Lead source data | Fetched automatically |
| Channel | ✅ |
| Source | ✅ |
| Campaign | ✅ OR use UTM_campaign |
| Content | UTM_content parameter is required |
| Term | UTM_term parameter is required |
| Landing page | ✅ |
| Landing page subfolder | ✅ |
As shown in the table above, even if UTM parameters aren’t used—like for organic sources such as Google search or an article featuring your website—Leadsources continues to capture the following lead source data:
- Channel
- Source
- Campaign
- Landing page
- Landing page subfolder
Unlike other services, Leadsources covers all marketing channels by tracking lead sources across both paid and organic.
Choose a channel to discover the lead source data that is inserted into your form by Leadsources.
Performance reports: Lead, sales, and revenue by source
By recording YouTube Ads data in HubSpot CRM, you can produce performance reports such as:
- Leads, sales, and revenue by channel
- Leads, sales, and revenue by source
- Leads, sales, and revenue by campaign (aka. YouTube campaign)
- Leads, sales, and revenue by term (aka. YouTube ad group)
- Leads, sales, and revenue by content (aka. YouTube ad)
With this data, you can reallocate your YouTube Ads budget to the campaigns, ad groups, and ads that bring in the highest leads, sales, and revenue.
Here are some of the reports you can put together!
1. Lead source reports
Develop reports that measure the number of leads generated by:
- Channel
- Source
- Campaign (aka. YouTube campaign)
- Term (aka. YouTube ad group)
- Content (aka. YouTube ad)
- Landing page
- Landing page subfolder
Example #1: Leads by channel
This report allows you to analyze which channel produces the highest volume of leads.
Example #2: Leads by YouTube campaign
This gives you the ability to focus on a particular lead source (e.g., YouTube) and track the number of leads from each YouTube campaign.
Example #3: Leads by YouTube ad
After identifying which YouTube campaign brings in the most leads, you can look at the ad group or ad responsible for generating those leads.
2. Sales and revenue source reports
Now that we've identified the YouTube campaign, ad group, and ad that drive our leads, we need to determine whether these leads are converting into sales and revenue.
To achieve comprehensive tracking, connect your leads to a CRM like HubSpot CRM. This gives you insight into the sales and revenue from all channels, sources, YouTube campaigns, ad groups, ads, landing pages, and subfolders.
With this information, you can refine your YouTube Ads campaigns to focus on the channels, sources, campaigns, ad groups, and ads that produce the highest sales and revenue.
You can generate several reports that reflect sales and revenue, including:
- Sales and revenue by channel
- Sales and revenue by source
- Sales and revenue by campaign
- Sales and revenue by term (e.g., YouTube ad group)
- Sales and revenue by content (e.g., YouTube ad)
- Sales and revenue by landing page
- Sales and revenue by landing page subfolder
Example Scenario:
| Channel | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Average Order Value | $150 | $100 |
| Revenue | $750 | $600 |
The initial "Leads by Channel" report, after launching ads on Google and YouTube, showed that Social Paid ads on YouTube generated more leads than the Search Paid ads on Google.
After analyzing the sales and revenue data in HubSpot CRM, you discovered that the Search Paid channel brought in more revenue with fewer leads than the Social Paid channel. You used this insight to adjust your budget, giving more resources to the Search Paid channel.
