The Softletter Lead Generation, Management and Conversion to Sales Report

SUMMARY
 

The Softletter Lead Generation, Management and Conversion to Sales Report© for Software Companies is designed to provide key metrics, benchmarks, and up-to-date best practices on this vital marketing activity. Over the years, everyone in the software industry has read innumerable observations, speculation, and guesses on generating and managing leads. But until the release of this report, there has been no reliable data to back up the various assertions and, in some cases, outright myths surrounding this topic.  The report contains over 200 charts and tables and provides drill down and cross tab analyses based on revenue size, stage of development, and market sector (SaaS, On Premise/Client Server, Desktop/Retail, OEM and Mobile Applications); also contains in-depth analysis and informed commentary on key trends and findings.
 

SCOPE

• Comprehensive summary of survey results and in-depth analysis of data.
• Finally, never before seen benchmarks, metrics and best practices information on lead generation, qualification and conversion to sales.
• Use, effectiveness ratings, and satisfaction with lead generation and marketing programs software.
• Information cross referenced by company revenue size, stage of development, and market sector.

REASONS TO BUY

• CEO and CFO guide to benchmarks and metrics within the industry, their market sector and company size.
• A must have for sales and marketing management to understand benchmarks vs. others in the industry, best practices, sales plan metrics, and lead generation marketing program metrics.

CONTENTS

Introduction and Methodologies

Summary Results and Analysis

Company Profiles and Demographics
Development stage of your company?
Current gross revenue
Primary market sector

Lead Generation

What is your primary source of marketing leads?
What types of marketing lead generation programs do you use?
What indirect marketing programs does your company find most effective in generating marketing leads?
What operations group in your company has the primary responsibility for generating new
marketing leads?

Managing Leads

What operations group in your company has the primary responsibility for scoring and qualifying new marketing leads in terms of their suitability to be handed over to sales?
What is your primary means of managing marketing leads?
What is your primary means of calculating your marketing lead generation requirements?
Over the last 12 months, how many marketing leads per month have your marketing programs generated?
Over the last 12 months, how much do you estimate it cost you to generate a marketing lead?
How often do you review your marketing lead generation results?
How often do you adjust/refine your marketing lead generation programs?
What is the single most important factor that must be in place before a marketing lead is defined as one suitable to be handed off to sales as a Sales Qualified Lead or Sales Opportunity?
Please rate the importance of the following factors when deciding that a lead is ready to be handed off to sales as a Sales Qualified Lead or Sales Opportunity - Overall Software Industry
Please rate the importance of the following factors when deciding that a lead is ready to be handed off to sales as a Sales Qualified Lead or Sales Opportunity - SaaS Companies Only
Please rate the importance of the following factors when deciding that a lead is ready to be handed off to sales as a Sales Qualified Lead or Sales Opportunity - On Premise/Client Server Companies Only
Do you conduct joint activities to ensure alignment between your sales and marketing operating groups?
Please rate the importance of the following factors when improving coordination between marketing and sales operations - Overall Industry
Please rate the importance of the following factors when improving coordination between marketing and sales operations - SaaS Only
Please rate the importance of the following factors when improving coordination between marketing and sales operations - On Premise/Client Server Only
Do your sales and marketing departments agree on the definition of what constitutes a sales qualified lead/sales opportunity?
Over the last 12 months, what percentage of your marketing leads converted to sales qualified leads/sales opportunities?
Over the last 12 months, did you achieve your goals for converting marketing leads to sales qualified leads/sales opportunities?

Lead Conversion to Sales

Over the last 12 months, what percentage of your sales qualified leads/sales opportunities converted to sales?
Over the last 12 months, did you achieve your goals for converting sales qualified leads/sales opportunities to sales?

Lead Generation and Management Software Use

Do you use an on premise or SaaS-based marketing system to help generate marketing leads?
Please tell us what aspects of your lead management process you manage with your marketing automation system(s)
Please rank your satisfaction with your marketing automation system(s)
Please tell us what marketing automation and management systems you use
Please rank your satisfaction with your marketing automation system(s) - Product Specific Drill Down
Do you use a dedicated on premise or SaaS-based lead management system?
Please rank your satisfaction with your lead management system(s)
Please tell us what dedicated lead management systems you use
Please rank your satisfaction with your lead management system(s) - Drill down analysis by product

Articles

Lead Generation, Scoring, and Conversion to Sales
Social Marketing Today; What Works, Where, and Why