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Objective 1 - Generate High Quantity of Qualified Leads for SalesPrograms, Initiatives, & Actions                      Key...
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Lead Generation Objectives Scorecard

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Lead Generation Objectives Scorecard

  1. 1. Objective 1 - Generate High Quantity of Qualified Leads for SalesPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsWebcast Program # Leads from Webcasts Generate 1500 new leads in 2010Contact Center Program # Appointments from Contact Center Generate 600 appointments in 2010Whitepaper Program # Leads from Whitepaper Downloads Generate 700 new leads in 2010Free Trial on Website # Leads from Free Trial Generate 3800 leads in 2010Channel Partner Program # Leads from Channel Partners Generate 800 Leads in 2010Tradeshow Program # Leads from Tradeshows Generate 600 Leads in 2010Objective 2 - Measure Lead Generation PerformancePrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsIndentify Top Lead Sources Cost Per Lead ($) $350/Lead by Jan 2010Integrated Multi-Channel Lead Gen Campaign Opportunities in Pipeline ($) $525,000 in Pipeline by Jan 2010Staff Performance Reviews Performance Review Metrics Achieve Benchmarks in Oct 2009Objective 3 - Improve Data Quality & Size of DatabasePrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsList Building/Purchasing # Contacts in Database Acquire 25,000 Contacts by Feb 2010Data Cleansing Project No Duplicate Contact Records in Database Clean Data by Jun 2010Data Warehouse Project Short List of 5 Vendors Deliver RFP by Mar 2010Objective 4 - Increase Conversion Rate EffectivenessPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsLanding Page Optimization Project Landing Page Conversion Rate 3% Conversion Rate by Jun 2010Email Program Redesign Email Click-Thru Rate 5% Conversion Rate by Jun 2010Objective 5 - Integrate Sales & Marketing SystemsPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsImplement Marketing Automation System System Go-Live Date Launch by Jun 2010Integration of Marketing Automation with CRM System Adoption of Platform by Users 80% staff using platform by Jun 2010 Agreed Definition of "Qualified Lead" between Sales &Lead Scoring Program Define Lead Scoring Parameters by Oct 2010 Marketing

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