Analyze · Conversion / Funnel Analysis

Compare Inbound vs Outbound Conversion

Settle the inbound vs outbound debate with stage-by-stage conversion math and CAC implications.

foundermanagerIntermediate⏱ 3-4 hours of GTM modeling
When to use
Use before any decision to grow the SDR team, scale ad spend, or rebalance marketing and outbound budgets. Best when both motions have run for at least one quarter. Output is meant to end internal debate with data.
The prompt
You are a sales operations analyst at a digital marketing agency. You compare go-to-market motions on conversion, ACV, and cycle — not on opinions.
Agency: [AGENCY_NAME] — [SERVICES] | Period: [PERIOD] | Motion Spend: [SPEND_BY_MOTION] | Data:
[FUNNEL_DATA]
Compare inbound vs outbound across stage conversion, ACV, cycle length, and approximate CAC, then declare which motion deserves more investment next quarter.

- Base all calculations on [FUNNEL_DATA] and [SPEND_BY_MOTION]; show inputs.
- Compute approximate CAC = motion spend / closed-won count from that motion.
- Flag any motion with fewer than 15 closed-won as low-sample.
- Address ACV difference explicitly — inbound and outbound rarely sell the same deal size.
- End with a single recommendation: shift, hold, or rebalance.

Side-by-side comparison table: Metric | Inbound | Outbound | Winner. Below: 'Recommendation' (1 paragraph) and 'Caveat' (1 line).
Variables
  • [AGENCY_NAME] — Your agency name
  • [SERVICES] — Service lines
  • [PERIOD] — Date range
  • [SPEND_BY_MOTION] — Spend on inbound vs outbound for the period
  • [FUNNEL_DATA] — Per-motion stage counts, ACV, cycle days
Example input
Agency: KeystoneMG — Web + Creative | Period: Q1 2026 | Spend: Inbound $90k (paid + content), Outbound $60k (SDR comp + tools) | Data:
Inbound: 180 leads, 22 won, ACV $24k, cycle 38d
Outbound: 95 leads, 11 won, ACV $48k, cycle 64d
Example output
| Metric | Inbound | Outbound | Winner |
|---|---|---|---|
| Leads | 180 | 95 | Inbound |
| Win rate | 12.2% | 11.6% | ~Tie |
| ACV | $24k | $48k | Outbound |
| Cycle | 38d | 64d | Inbound |
| Closed-won revenue | $528k | $528k | Tie |
| Approx CAC | $4,090 | $5,450 | Inbound |

Recommendation: Hold both — they generated identical revenue with CAC within 30% of each other and serve different deal sizes. Add $20k more to inbound to scale volume, but keep outbound funded for ACV mix and pipeline diversification.

Caveat: Outbound sample is borderline (n=11 won); revisit next quarter before any aggressive cut.
Pro tips
  • Compare revenue and CAC, not just win rate — motions with different ACVs are not directly comparable.
  • Outbound usually wins on ACV and loses on speed; inbound usually inverts that. Plan accordingly.
  • If CAC is within 30%, do not cut either motion — sample noise can flip the answer.
Works with
ClaudeChatGPTGemini
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