How to track and manage sequence enrollments by source and persona

Last updated: April 1, 2026

Understanding where your sequence enrollments come from and managing them effectively is crucial for optimizing your outreach strategy. This article explains how to set up tracking for different enrollment sources and configure targeting for various user types.

Understanding User Types and Sources

There are two main types of users you'll encounter in your sequences:

  • Self-Identified Users: Visitors who provide their contact information directly through forms, email subscriptions, or other website interactions

  • Prospected Users: Contacts identified through automated prospecting that targets specific companies and roles

Configuring Prospecting vs Self-Identification Tracking

To properly track and manage different enrollment sources, configure your Play settings:

  1. Navigate to your Playbooks section

  2. Locate the "prospect for new people" toggle setting

  3. Configure based on your needs:

    • Toggle ON: System actively searches for new prospects and consumes credits for prospecting activities

    • Toggle OFF: System only processes existing records without consuming additional credits

Monitor your credit allocation between these two user types on the Usage page to optimize your prospecting budget and understand which contacts required active prospecting versus those who came organically.

Advanced Targeting for Self-Identified Users

UTM Parameter Targeting

Create targeted audiences based on traffic sources using UTM parameters:

  1. Open the Audience Builder

  2. Select the UTM parameter dropdown in audience criteria

  3. Define conditions based on your UTM tracking needs

  4. Build plays targeting these UTM-based audiences for personalized sequences

Webpage-Specific Targeting

Target users based on specific pages they visited:

  1. Use the "Page views matching" filter in Audience Builder

  2. Enter specific URL paths that follow your domain name

  3. Create sequences that reference the specific content they viewed (case studies, articles, job pages)

Behavioral Intent Scoring

Leverage behavioral data for more sophisticated targeting:

  • Unify automatically calculates intent levels (High, Medium, Low) based on session length, visit frequency, and pages viewed

  • Combine behavioral data with page-specific targeting for nuanced audience segments

  • Create targeting strategies based on engagement levels rather than just page visits

Important Limitations

Critical Requirement: All UTM-based and webpage targeting sequences require visitors to self-identify by providing contact information (email, form submission, etc.) before they can be enrolled in sequences. Anonymous website visitors cannot receive targeted sequences regardless of their UTM parameters or browsing behavior.

Visitor Identification Data Sources

To maximize your ability to identify and target website visitors, you can integrate with various identification services:

  • Unify Intent (built-in identification service)

  • Snitcher integration for website visitor identification

  • Clearbit and 6Sense API keys for de-anonymizing website traffic

This comprehensive setup enables clear distinction and detailed tracking of contact sources, helping you optimize prospecting effectiveness, manage credit usage efficiently, and create sophisticated targeting strategies for identified users based on their website behavior and traffic sources.