<ul><li>2010 Lead Generation Research </li></ul><ul><ul><li>Focusing on Metrics & Compensation in pipeline generating team...
Formatted to Fit Your Screen Note:  This is a  small  Presentation   based on a larger  Research Report http://www.bridgeg...
About the Research <ul><ul><li>115+  Technology Companies  Participated </li></ul></ul>
Which best describes your solution? About the Participants
<ul><ul><li>Where Does Lead Gen Report? </li></ul></ul>% Reporting to Marketing: 2007 32% 2009 26% 2010 50%
<ul><ul><li>Lead Gen Group Size  </li></ul></ul>Average group size: 2007 4 2009 6 2010 8 Reps
<ul><ul><li>Primary Functions of the Group </li></ul></ul><ul><ul><li>(Select all that apply) </li></ul></ul>
<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>...
<ul><ul><li>Lead Gen Compensation </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change from ‘09 </...
<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>Lead Gen Activity </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change </li></ul></ul>...
<ul><ul><li>Pipeline Contribution </li></ul></ul><ul><ul><ul><li>Metric </li></ul></ul></ul><ul><ul><li>Change </li></ul><...
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.linked...
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Lead Generation Trends & Benchmarks

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

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Lead Generation Trends & Benchmarks

  1. 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. 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. 3. About the Research <ul><ul><li>115+ Technology Companies Participated </li></ul></ul>
  4. 4. Which best describes your solution? About the Participants
  5. 5. <ul><ul><li>Where Does Lead Gen Report? </li></ul></ul>% Reporting to Marketing: 2007 32% 2009 26% 2010 50%
  6. 6. <ul><ul><li>Lead Gen Group Size </li></ul></ul>Average group size: 2007 4 2009 6 2010 8 Reps
  7. 7. <ul><ul><li>Primary Functions of the Group </li></ul></ul><ul><ul><li>(Select all that apply) </li></ul></ul>
  8. 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. 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. 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. 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. 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. 13. If you liked this preview, you’ll love the Research Report. http://www.bridgegroupinc.com/lead_generation_metrics.html
  14. 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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