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Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
Lead Generation Trends & Benchmarks
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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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  • 1. <ul><li>2010 Lead Generation Research </li></ul><ul><ul><li>Focusing on Metrics & Compensation in pipeline generating teams </li></ul></ul>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 <ul><ul><li>115+ Technology Companies Participated </li></ul></ul>
  • 4. Which best describes your solution? About the Participants
  • 5. <ul><ul><li>Where Does Lead Gen Report? </li></ul></ul>% Reporting to Marketing: 2007 32% 2009 26% 2010 50%
  • 6. <ul><ul><li>Lead Gen Group Size </li></ul></ul>Average group size: 2007 4 2009 6 2010 8 Reps
  • 7. <ul><ul><li>Primary Functions of the Group </li></ul></ul><ul><ul><li>(Select all that apply) </li></ul></ul>
  • 8. <ul><ul><li>About the Lead Gen Reps </li></ul></ul><ul><ul><li>Metric </li></ul></ul>Experience prior to hire <ul><ul><li>2.5 years </li></ul></ul>Ramp to full productivity <ul><ul><li>3.2 months </li></ul></ul>Tenure at company <ul><ul><li>2.1 years </li></ul></ul>
  • 9. <ul><ul><li>Lead Gen Compensation </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change from ‘09 </li></ul></ul>Base Comp. <ul><ul><ul><li>$48k </li></ul></ul></ul><ul><ul><li>2% </li></ul></ul>Total Comp. <ul><ul><ul><li>$74k </li></ul></ul></ul><ul><ul><li>1% </li></ul></ul>Quota <ul><ul><ul><li>15 Leads passed </li></ul></ul></ul><ul><ul><li>6% </li></ul></ul>
  • 10. <ul><ul><li>Percentage of Reps at Quota </li></ul></ul><ul><li>48% reported more than 70% of their Reps at quota </li></ul><ul><li>Less than 1 in 4 had greater than 80% at quota </li></ul><ul><ul><ul><li>63% </li></ul></ul></ul><ul><ul><li>13% from 2009 </li></ul></ul>
  • 11. <ul><ul><li>Lead Gen Activity </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change </li></ul></ul>% of calls on marketing-generated Leads <ul><ul><ul><li>46% </li></ul></ul></ul><ul><ul><li>2% </li></ul></ul># of touches from “Suspect” to “Prospect” <ul><ul><ul><li>6.5 </li></ul></ul></ul><ul><ul><li>7% </li></ul></ul>% of “Leads” converting to “Opportunities” <ul><ul><ul><li>22% </li></ul></ul></ul><ul><ul><li>29% </li></ul></ul>
  • 12. <ul><ul><li>Pipeline Contribution </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change </li></ul></ul>% of total Pipeline (All Companies) <ul><ul><ul><li>49% </li></ul></ul></ul><ul><ul><li>2% </li></ul></ul>% of total Pipeline (Revenues under $29M) <ul><ul><ul><li>52% </li></ul></ul></ul><ul><ul><li>- </li></ul></ul>% of total Pipeline (Revenues over $100M) <ul><ul><ul><li>41% </li></ul></ul></ul><ul><ul><li>- </li></ul></ul>
  • 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.

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