Articles

How to calculate lead source ROI

2026-05-20 16:42 · Paid Marketing

Learn how to calculate ROI by lead source and why source-level revenue matters more than lead volume alone.

Lead source ROI measures the return from a specific lead source after accounting for the cost of that source.

The formula is:

Lead source ROI = (source revenue - source cost) / source cost x 100

For example, if a webinar source costs $8,000 and produces $28,000 in revenue, net return is $20,000 and ROI is 250.00%.

This is useful because lead volume and CPL do not tell the full story. A source can generate cheap leads that never close, while another source can generate fewer leads that become valuable customers.

Use the Lead Source ROI Calculator at /tools/lead-source-roi-calculator, then compare the result with CPL, lead conversion rate, lead value, CAC, and sales conversion rate.