Lead Generation Trends & Benchmarks

2010 Lead Generation Research
Focusing on Metrics & Compensation in pipeline generating teams
Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc.

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

About the Research
115+ Technology Companies Participated

Which best describes your solution? About the Participants

Where Does Lead Gen Report?
% Reporting to Marketing: 2007 32% 2009 26% 2010 50%

Lead Gen Group Size
Average group size: 2007 4 2009 6 2010 8 Reps

Primary Functions of the Group
(Select all that apply)

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

Lead Gen Compensation
Metric
Change from ‘09
Base Comp.
$48k
2%
Total Comp.
$74k
1%
Quota
15 Leads passed
6%

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

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%

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%
-

If you liked this preview, you’ll love the Research Report. http://www.bridgegroupinc.com/lead_generation_metrics.html

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.

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Lead Generation Trends & Benchmarks

by The Bridge Group, Inc.

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