---
title: CAI Lead Source Field Consolidation
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2026-03-19-cai-hubspot-connect-131231738.md
tags:
- hubspot
- citrus-america
- crm
- data-hygiene
- lead-source
- sales-ops
layer: 2
client_source: null
industry_context: null
transferable: true
---

# CAI Lead Source Field Consolidation

## Overview

Citrus America's HubSpot instance accumulated a redundant lead source field (`Inbound Lead`) alongside the intended two-field structure (`Lead Source` + `Lead Source Detail`). This created duplicate data entry, inconsistent contact views, and confusion during the MQL/SQL automation setup. The resolution is to standardize on the two-field hierarchy, map all existing data out of `Inbound Lead`, and then hide the redundant field.

This work was identified and scoped during the [[clients/citrus-america/meetings/2026-04-05-cai-hubspot-connect|April 2026 HubSpot Connect meeting]].

---

## Problem

Three lead source fields existed simultaneously on the contact record:

| Field | Purpose | Status |
|---|---|---|
| `Inbound Lead` | Legacy catch-all field | Redundant — to be hidden |
| `Lead Source` | High-level category | Canonical — keep |
| `Lead Source Detail` | Granular sub-category | Canonical — keep |

Because the `Inbound Lead` field appeared in the **Create Contact** form, new contacts entered during testing (e.g., the "Anna Musterfrau" test contact) populated it, causing it to surface in the contact overview view alongside `Lead Source`. This gave the appearance of duplicate data to anyone reviewing a contact record.

Additionally, the contact overview is a **global view** — individual reps cannot have divergent field layouts without creating inconsistent pictures across the team.

---

## Target State

### Field Structure

**`Lead Source`** — High-level category (dropdown). Canonical values:
- List Upload
- Sales Rep
- Trade Show
- Website
- Other

**`Lead Source Detail`** — Granular sub-category (dropdown or text). Examples:
- Specific trade show name + year (standardized format: `[ABBREVIATION] [YEAR]`, e.g., `AFS 2026`)
- Specific sales rep name
- Specific website form or campaign

**`Inbound Lead`** — Hidden from all views and forms after data migration.

---

## Implementation Steps

### 1. Data Migration (Before Hiding)
- Export all contacts where `Inbound Lead` is populated.
- Map values from `Inbound Lead` → `Lead Source` and/or `Lead Source Detail` as appropriate.
- Verify no data loss before proceeding to hide the field.

> **Owner:** Karly Oykhman

### 2. Update the Create Contact Form
- Remove `Inbound Lead` from the HubSpot **Create Contact** inline form.
- Ensure `Lead Source` and `Lead Source Detail` are present and correctly labeled.
- Confirm the website contact submission form maps to `Lead Source` / `Lead Source Detail` (not `Inbound Lead`).

> **Owner:** Karly Oykhman

### 3. Hide the `Inbound Lead` Field
- Hide `Inbound Lead` from the global contact overview layout.
- Field is **not deleted** — data is preserved but removed from view.

> **Owner:** Karly Oykhman

### 4. Standardize Trade Show Naming in `Lead Source Detail`
- Audit existing trade show values for inconsistent naming.
- Normalize to `[ABBREVIATION] [YEAR]` format across all contacts.

> **Owner:** Karly Oykhman

### 5. Client Verification
- Miriam Framson to review a test contact after changes are applied.
- Confirm the contact overview no longer shows duplicate lead source entries.

> **Owner:** Miriam Framson (Citrus America)

---

## Dependencies

- This consolidation is a prerequisite for reliable **MQL → SQL automation**, which triggers on the `Are you already juicing?` field. The field confusion that caused the automation bug (wrong field linked) was discovered in the same review session. See [[wiki/knowledge/hubspot/cai-mql-sql-automation-fix|CAI MQL → SQL Automation Fix]].
- The website contact form must be audited in the same pass to avoid re-introducing `Inbound Lead` data via form submissions.

---

## Notes from Discovery Session

> *"There's lead source detail, lead source, and then further down, I'm also seeing this inbound lead... I feel like there's one too many fields here still."*
> — Karly Oykhman

> *"I think the inbound lead one is the one we want to hide."*
> — Miriam Framson

> *"The work that I've been doing is in the global view, so if anybody does have their own [view]... everybody's seeing different pictures."*
> — Mark Hope