Use the same acquisition period and cost categories for both channels. Include internal programme operation and connector coordination rather than treating introductions as free.
Divide the agreed acquisition costs by customers won in a sufficiently mature cohort. Show opportunity and pipeline indicators separately when the sales cycle is incomplete.
An introduction may source an opportunity or influence an existing one. Decide how shared touches receive credit and avoid counting every channel as the sole source of the same customer.
Warm opportunities may be deliberately selected for stronger fit or larger value. Report those differences before claiming causal savings. Use scenarios with labelled assumptions where data is limited.
Orbb's Referral Agent should be evaluated on its observed costs and outcomes. Do not apply a competitor's claimed CAC reduction or sales-cycle multiplier to your programme without evidence.