FAST FACTS
Latest Sales &
Marketing Stats
MARKETING AUTOMATION
Businesses that use marketing automation to
nurture prospects experience a 451% increase in
qualified...
Companies that adopt marketing
automation see 53% higher conversion
rates (from initial touch to MQL) and 3.1%
higher annu...
79% of top-performing companies have been using
marketing automation for more than two years, with
79% of CMOs indicating ...
78% of successful
marketers cite marketing
automation as being
most
responsible for improving
revenue contribution.
(The L...
AUTOMATION
MARKETING
drives a 14.5% increase in sales productivity
and a 12.2% decrease in marketing overhead.
(Nucleus Re...
According to Bain &
Company, a 5% increase
in customer retention can
generate a 75% increase
in profitability. Additionall...
Companies that
invest in marketing
automation
solutions see 70%
faster sales cycle
times and 54%
improvement in
quota achi...
63% of companies that are surpassing
their competitors use integrated
marketing automation.
(The Lenskold and Pedowitz Gro...
80% of companies
that implemented a
marketing
automation solution
realized ROI in less
than 1 year – 44% of
them saw ROI i...
107%
20%
17%
better lead
conversion
rates
higher team
attainment
of quota
greater
average
deal sizes
better
forecast
accur...
ACT-ON MARKETING AUTOMATION
HELPS CUSTOMERS...
Increase lead-to-
opportunity conversion
by 17% - 26%.
Increase revenues
by 25% - 46%.
Decrease cost-per-lead by
65% - 70%.
Decrease
campaign
launch
times by
50% or
more.
Increase campaign conversion
by 50% or more.
Increase deal
size by 10%.
See 10% or higher growth
rates 31% more frequently
than other companies.
LEAD MANAGEMENT
80% of B2B buyers conduct
their own research online
before ever engaging with a
seller. (SiriusDecisions, June 2012)
On average, prospects receive 10
marketing touches from the time
they enter the top of the funnel
until they’re a closed/w...
An IDC study found
that over 50% of leads
in the average B2B
contact database are
obsolete, which
underscores a
subsequent...
58% of top-performing companies use lead management
automation, compared to 41% of average and low-
performing companies.
...
MarketingSherpa found
that 79% of B2B marketers
have not established lead
scoring, and 65% have
not established lead
nurtu...
Companies that automate lead
management see a 10% or greater
increase in revenue in 6-9 months.
(Gartner Research, Mar 201...
74% of top-performing
companies use automated
lead nurturing.(Gleanster, Mar 2013)
Leads gained
through SEO
have a 14.6%
rate of close,
while outbound
marketing leads
have a close rate
of only 1.7%.
(Top R...
ACT-ON LEAD
MANAGEMENT TOOLS
HELP CUSTOMERS
EFFECTIVELY
NURTURE LEADS AND
GET THEM SALESREADY,
INCLUDING…
Increasing revenue by 30%
using lead scoring and real-
time data to accurately
measure campaign
performance.
49%
20%
Seein...
EMAIL
Among top-performing marketers who
reported exceeding their annual revenue
goals, email marketing was cited as
the #1 most...
Email Institute
found that
triggered email
messages
average 152%
higher click
through rates than
“business as usual”
(BAU)...
of marketers cite email
as the most effective
lead-generation tactic.
(B2B Technology
Marketing Community,
Sept 2013)
and the inclusion of
custom database fields in
email copy drive 360%
higher conversion
According to
Gleanster,
segmentatio...
of Act-On Customers use
email automation,
compared with 75% of
other companies.
(Forrester Research, Jan 2013)
of leading companies
identify “improving the brand
image through social media”
as their most important
strategic initiativ...
Companies with
active blogs
receive 97% more
leads than their
competitors.
(ContentPlus, May 2013)
B2B companies that maintain blogs generate,
average, 67% more leads per month than non
blogging firms. (Top Rank Marketing...
72.6% of sales people
using social media
outperformed sales
people who do not use
social media.
(A Sales Guy Consulting, J...
60%
78%
Increased search
rankings
Increased website
traffic
64% Increased lead
generation
Companies that invest a weekly
m...
AS SIMPLE AS YOU WANT.
AS ROBUST AS YOU NEED.
ACT-ON WILL MAKE YOU A
BETTER MARKETER.
DID YOU KNOW?
22% of commercial
emails do not make it
to the inbox.
(ReturnPath, Jun 2013)
DID YOU KNOW?
Act-On Delivery
Insight services can
help get your
messages through.
+1 (877) 530 1555
www.act-on.com
About Act-On Software
Act-On is a leading provider of integrated marketing
automation sof...
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Fast Facts: Marketing and Sales

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Fast Facts: Marketing and Sales

  1. 1. FAST FACTS Latest Sales & Marketing Stats
  2. 2. MARKETING AUTOMATION Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. In turn, nurtured leads make 47% larger purchases than non-nurtured leads. (The Annuitas Group, Nov 2012)
  3. 3. Companies that adopt marketing automation see 53% higher conversion rates (from initial touch to MQL) and 3.1% higher annual revenue rates than do non- adopters. (Aberdeen Group, Jul 2012)
  4. 4. 79% of top-performing companies have been using marketing automation for more than two years, with 79% of CMOs indicating “increasing revenue” as the most compelling reason for adoption, followed by “higher quality leads” at 76%. (Gleanster, Aug 2013) 76%“higher quality leads”
  5. 5. 78% of successful marketers cite marketing automation as being most responsible for improving revenue contribution. (The Lenskold and Pedowitz Groups, Nov 2013)
  6. 6. AUTOMATION MARKETING drives a 14.5% increase in sales productivity and a 12.2% decrease in marketing overhead. (Nucleus Research, Apr 2012)
  7. 7. According to Bain & Company, a 5% increase in customer retention can generate a 75% increase in profitability. Additionally, it costs 6 times more to get a new customer than to keep an existing one. (Forrester Research, Oct 2013)
  8. 8. Companies that invest in marketing automation solutions see 70% faster sales cycle times and 54% improvement in quota achievement. (Bulldog Solutions, Mar 2012)
  9. 9. 63% of companies that are surpassing their competitors use integrated marketing automation. (The Lenskold and Pedowitz Groups, Nov 2013)
  10. 10. 80% of companies that implemented a marketing automation solution realized ROI in less than 1 year – 44% of them saw ROI in less than 6 months. (Focus Research, Mar 2011)
  11. 11. 107% 20% 17% better lead conversion rates higher team attainment of quota greater average deal sizes better forecast accuracy 40% Companies that deploy MARKETING AUTOMATION SEE:
  12. 12. ACT-ON MARKETING AUTOMATION HELPS CUSTOMERS...
  13. 13. Increase lead-to- opportunity conversion by 17% - 26%.
  14. 14. Increase revenues by 25% - 46%.
  15. 15. Decrease cost-per-lead by 65% - 70%.
  16. 16. Decrease campaign launch times by 50% or more.
  17. 17. Increase campaign conversion by 50% or more.
  18. 18. Increase deal size by 10%.
  19. 19. See 10% or higher growth rates 31% more frequently than other companies.
  20. 20. LEAD MANAGEMENT
  21. 21. 80% of B2B buyers conduct their own research online before ever engaging with a seller. (SiriusDecisions, June 2012)
  22. 22. On average, prospects receive 10 marketing touches from the time they enter the top of the funnel until they’re a closed/won customer. (Aberdeen Group, Jul 2012)
  23. 23. An IDC study found that over 50% of leads in the average B2B contact database are obsolete, which underscores a subsequent MarketingSherpa report that lead data goes bad at a rate of 2.1% per month, and a DemandGen report that lead data decays at a rate of 25% - 30% per year. (IDC, Aug 2012 | MarketingSherpa, Sep 2012 |DemandGen, May 2013)
  24. 24. 58% of top-performing companies use lead management automation, compared to 41% of average and low- performing companies. (Forrester Research, Dec 2013) 58%58%58% top companies use lead management automation
  25. 25. MarketingSherpa found that 79% of B2B marketers have not established lead scoring, and 65% have not established lead nurturing, an unfortunate scenario in light of a Forrester study that found companies actively using lead nurturing and lead scoring generate 50% more sales-ready leads at 33% lower cost per lead. (MarketingSherpa, Sep 2012 | Forrester Research, Aug 2012) ..companies actively using lead nurturing and lead scoring generate 50% more sales-ready leads at 33% lower cost per lead.
  26. 26. Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Gartner Research, Mar 2011)
  27. 27. 74% of top-performing companies use automated lead nurturing.(Gleanster, Mar 2013)
  28. 28. Leads gained through SEO have a 14.6% rate of close, while outbound marketing leads have a close rate of only 1.7%. (Top Rank Marketing, Jan 2013) Leads gained through SEO have a 14.6% rate of close.
  29. 29. ACT-ON LEAD MANAGEMENT TOOLS HELP CUSTOMERS EFFECTIVELY NURTURE LEADS AND GET THEM SALESREADY, INCLUDING…
  30. 30. Increasing revenue by 30% using lead scoring and real- time data to accurately measure campaign performance. 49% 20% Seeing a 49% increase in monthly lead flow and a 68%decrease in cost-per-lead, all without having to add staff. Increasing quantity and quality of sales- ready leads – marketers are passing an average of 20% more leads to sales. 30%
  31. 31. EMAIL
  32. 32. Among top-performing marketers who reported exceeding their annual revenue goals, email marketing was cited as the #1 most effective tactic for B2B lead nurturing. (Forrester, Nov 2013)
  33. 33. Email Institute found that triggered email messages average 152% higher click through rates than “business as usual” (BAU) marketing messages, and an Epsilon study found triggered open rates were 70.5% higher and click rates were 101.8% higher than BAU messages. (Email Institute, Jul 2013 | Epsilon, Feb 2013) 152% higher click through rates than “business as usual”
  34. 34. of marketers cite email as the most effective lead-generation tactic. (B2B Technology Marketing Community, Sept 2013)
  35. 35. and the inclusion of custom database fields in email copy drive 360% higher conversion According to Gleanster, segmentation, personalization, recommendations, and the inclusion of custom database fields in email copy drive 360% higher conversion than a generic email message with a personalized salutation. (Gleanster, Nov 2012)
  36. 36. of Act-On Customers use email automation, compared with 75% of other companies. (Forrester Research, Jan 2013)
  37. 37. of leading companies identify “improving the brand image through social media” as their most important strategic initiative. (Aberdeen Group, Aug 2013)
  38. 38. Companies with active blogs receive 97% more leads than their competitors. (ContentPlus, May 2013)
  39. 39. B2B companies that maintain blogs generate, average, 67% more leads per month than non blogging firms. (Top Rank Marketing, Jan 2013)
  40. 40. 72.6% of sales people using social media outperformed sales people who do not use social media. (A Sales Guy Consulting, Jan 2013)
  41. 41. 60% 78% Increased search rankings Increased website traffic 64% Increased lead generation Companies that invest a weekly minimum of 6 hours on social media marketing see: (Social Media Examiner, May 2013)
  42. 42. AS SIMPLE AS YOU WANT. AS ROBUST AS YOU NEED. ACT-ON WILL MAKE YOU A BETTER MARKETER.
  43. 43. DID YOU KNOW? 22% of commercial emails do not make it to the inbox. (ReturnPath, Jun 2013)
  44. 44. DID YOU KNOW? Act-On Delivery Insight services can help get your messages through.
  45. 45. +1 (877) 530 1555 www.act-on.com About Act-On Software Act-On is a leading provider of integrated marketing automation software, helping companies to tie inbound, outbound and nurturing programs together – across email, web, mobile, and social. Our customers achieve superior Return on Marketing Investment by using sophisticated behavioral data to increase engagement throughout the customer lifecycle, reduce the cost of customer acquisition, and strengthen customer loyalty. Act-On's fresh approach to marketing automation gives its users full functionality without the complexity other systems impose, and makes campaign creation and program execution easier and faster. Act- On offers a best-in-class professional services team, around the clock customer support, and the APEX ecosystem of partners to provide clients with the tools they need to achieve marketing success.

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