5 Steps to MeasureLead-to-Cash Performance          #LeadToCash
Today’s	  Speakers	                               Moderator:                           Andrew Gaffney                     ...
About DemandGen Report    -­‐  Launched	  in	  2007	  to	  track	  best	               prac:ces	  in	  lead	  genera:on	  ...
About Raab AssociatesDavid	  M.	  Raab	  is	  a	  Principal	  at	  Raab	  Associates,	  Inc.,	  a	  consultancy	  that	  a...
GoodData at a Glance•    Connect business people to     business data•    Provide platform for companies     to measure an...
Welcome	  Webinar	  A?endees	   Your	  GoToWebinar	  A5endee	  Viewer	  is	  made	  of	  2	  parts:	    1. Viewer Window  ...
Welcome to the Data Flood                          • Better than a drought,                            but both can kill y...
The Metrics that Matter               Marketing                                                   Sales                   ...
Agility and Pragmatism agil·i·ty                            prag·mat·ism  marked by ready                     the practice...
1. CRM is your low hanging fruit                                 SalesforceSales                                    Analyt...
2. Measure Marketing Systems                            PardotMarketing   ExactTargetEmail                               A...
3. Don’t Ignore your Website                             Google Analytics                             Omnutire Analytics  ...
4. Basic Connections are the Most Powerful              +                      +       Web           Marketing           C...
5. Drive Change Through Dashboards              #LeadToCash
It all starts with Apps      Zendesk          SalesforceSales    PardotMarketing     Google AnalyticsWeb    GoodDataSubscr...
Q&A1. Viewer Window                2. Control Panel                                    Type your question here            ...
Today’s webinar recipients willalso receive the new E-book:               #LeadToCash
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5 Steps to Measure Lead-to-Cash Performance [Webinar]

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Firms that manage by metrics report better alignment between sales and marketing, accelerated pipeline performance and deeper insights into ROI and other key performance areas. Key areas of measurement include web metrics, funnel metrics, as well as opportunity and revenue reporting.

With investments in demand generation programs on the rise, this webinar will provide insights into how BtoB organizations can better analyze and track how the leads they are generating are converting to closed business.

Published in: Technology, Business
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5 Steps to Measure Lead-to-Cash Performance [Webinar]

  1. 1. 5 Steps to MeasureLead-to-Cash Performance #LeadToCash
  2. 2. Today’s  Speakers   Moderator: Andrew Gaffney Editor DemandGen Report Speaker: David M. Raab Principal Raab & Associates Inc Speaker: Sam Boonin Vice President GoodData #LeadToCash
  3. 3. About DemandGen Report -­‐  Launched  in  2007  to  track  best   prac:ces  in  lead  genera:on     -­‐  Newsle?er  has  grown  to  more   than  25,000  readers    -­‐  We  also  offer  a  menu  of  research   and  best  prac:ces  reports       -­‐  New  audio/video  podcasts  at   @DG_Report   DemandGenReport.com       linkd.in/DG_Specialists     #LeadToCash
  4. 4. About Raab AssociatesDavid  M.  Raab  is  a  Principal  at  Raab  Associates,  Inc.,  a  consultancy  that  advises  marketers  on  marke:ng  technology,  vendor  selec:on,  and  analy:cs.    David  is  author  of  the  Marke:ng  Performance  Measurement  Toolkit  and  the  B2B  Marke:ng  Automa:on  Vendor  Selec:on  Tool,  a  detailed  guide  to  major  marke:ng  automa:on  systems.    He  has  wri?en  hundreds  of  ar:cles  and  blog  posts  and  addressed  conferences  around  the  world.      See  www.raabguide.com  for  more  informa:on.   #LeadToCash
  5. 5. GoodData at a Glance•  Connect business people to business data•  Provide platform for companies to measure and continually improve their business•  Operational dashboards, advanced analytics, data warehousing and integration, all as an on-demand service #LeadToCash
  6. 6. Welcome  Webinar  A?endees   Your  GoToWebinar  A5endee  Viewer  is  made  of  2  parts:   1. Viewer Window 2. Control Panel Type your question here Today’s Twitter Hashtag: #LeadToCash #LeadToCash
  7. 7. Welcome to the Data Flood • Better than a drought, but both can kill you • Sales and Marketing in the same boat #LeadToCash
  8. 8. The Metrics that Matter Marketing Sales •  Historical sales (quarterly/monthly •  Leads and Trends: web site visits, revenue, average deal size, sales click-throughs, downloads, impressions, cycle) new & converted leads. •  Pipeline performance (pipe-to-close •  Campaign performance: campaign ratios, forecast accuracy, cycle ROI, cost per lead; number of leads; duration, pipeline velocity); close rate per lead •  Key deal milestones (new •  Influence & Contribution: Marketing- opportunity creation, pipeline sourced and marketing-influenced velocity) revenue #LeadToCash
  9. 9. Agility and Pragmatism agil·i·ty prag·mat·ism marked by ready the practice of ability to move with being practical as quick easy grace opposed to idealistic #LeadToCash
  10. 10. 1. CRM is your low hanging fruit SalesforceSales Analytics SugarCRMSales Analytics Microsoft DynamicsCRM Analytics #LeadToCash
  11. 11. 2. Measure Marketing Systems PardotMarketing ExactTargetEmail Analytics Analytics EloquaMarketing MarketoMarketing Analytics Analytics #LeadToCash
  12. 12. 3. Don’t Ignore your Website Google Analytics Omnutire Analytics Webtrends Analytics #LeadToCash
  13. 13. 4. Basic Connections are the Most Powerful + + Web Marketing CRM Lead to Cash #LeadToCash
  14. 14. 5. Drive Change Through Dashboards #LeadToCash
  15. 15. It all starts with Apps Zendesk SalesforceSales PardotMarketing Google AnalyticsWeb GoodDataSubscription Microsoft Support Analytics Analytics Analytics Analytics Analytics DynamicsCRM Analytics Get FacebookSocial SugarCRMSales MarketMetrixCustomer BrightideaInnovation AurixCustomer ContactSatisfactionCommunity Analytics Analytics Sat. Analytics Analytics Health Analytics EloquaMarketing MarketoMarketing FinancialForcePSA ExactTargetEmail Omniture SAPERP Analytics Analytics Analytics Analytics Analytics Web Analytics #LeadToCash
  16. 16. Q&A1. Viewer Window 2. Control Panel Type your question here #LeadToCash
  17. 17. Today’s webinar recipients willalso receive the new E-book: #LeadToCash

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