Lead Generation Trends & Benchmarks
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Lead generation trends & benchmarks based on 2010 Lead Generation Metrics & Compensation Report

Lead generation trends & benchmarks based on 2010 Lead Generation Metrics & Compensation Report

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Lead Generation Trends & Benchmarks Presentation Transcript

  • 1.
    • 2010 Lead Generation Research
      • Focusing on Metrics & Compensation in pipeline generating teams
    Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc.
  • 2. Formatted to Fit Your Screen Note: This is a small Presentation based on a larger Research Report http://www.bridgegroupinc.com/lead_generation_metrics.html
  • 3. About the Research
      • 115+ Technology Companies Participated
  • 4. Which best describes your solution? About the Participants
  • 5.
      • Where Does Lead Gen Report?
    % Reporting to Marketing: 2007 32% 2009 26% 2010 50%
  • 6.
      • Lead Gen Group Size
    Average group size: 2007 4 2009 6 2010 8 Reps
  • 7.
      • Primary Functions of the Group
      • (Select all that apply)
  • 8.
      • About the Lead Gen Reps
      • Metric
    Experience prior to hire
      • 2.5 years
    Ramp to full productivity
      • 3.2 months
    Tenure at company
      • 2.1 years
  • 9.
      • Lead Gen Compensation
        • Metric
      • Change from ‘09
    Base Comp.
        • $48k
      • 2%
    Total Comp.
        • $74k
      • 1%
    Quota
        • 15 Leads passed
      • 6%
  • 10.
      • Percentage of Reps at Quota
    • 48% reported more than 70% of their Reps at quota
    • Less than 1 in 4 had greater than 80% at quota
        • 63%
      • 13% from 2009
  • 11.
      • Lead Gen Activity
        • Metric
      • Change
    % of calls on marketing-generated Leads
        • 46%
      • 2%
    # of touches from “Suspect” to “Prospect”
        • 6.5
      • 7%
    % of “Leads” converting to “Opportunities”
        • 22%
      • 29%
  • 12.
      • Pipeline Contribution
        • Metric
      • Change
    % of total Pipeline (All Companies)
        • 49%
      • 2%
    % of total Pipeline (Revenues under $29M)
        • 52%
      • -
    % of total Pipeline (Revenues over $100M)
        • 41%
      • -
  • 13. If you liked this preview, you’ll love the Research Report. http://www.bridgegroupinc.com/lead_generation_metrics.html
  • 14. Trish Bertuzzi The Bridge Group, Inc. [email_address] 978-562-2623 Blog http://blog.bridgegroupinc.com http://www.linkedin.com/in/trishbertuzzi @bridgegroupinc Thank you for listening.