B-to-B Lead Generation:

http://www.marketingprofs.com/store/product/15/b2b-lead-generation-marketing-roi-performance-evaluation-study

http://www.lenskold.com/trendstudy

http://www.lenskold.com/

Figure 1: Impact of Economic Conditions on Lead Generation Marketing Effectiveness

31% 19% 12%

16% 20% -4%

25% 30% -5%

19% 24% -5%

21% 28% -7%

14% 31% -17%

17% 37% -20%

14% 35% -21%

Figure 2: Marketing Budget Alignment to Goals

26%

24%

35%

30%

23%

23%

6%

9%

3%

6%

8%

7%

0% 20% 40% 60% 80% 100%

2009

2008

Figure 3: Budget Level Relative to Value Potential

Figure 4: Priorities to Impact Financial Performance

27%

36%

21%

16%

Figure 5: Lead Generation Management Practices

Figure 6: Lead Generation Effectiveness

Figure 7: Lead Generation Effectiveness Compared to 2008

Figure 8: Expected Growth for Lead Generation Marketers

Figure 9: Economic Impact Based on Expected Growth

Figure 10: Lead Generation Effectiveness and Expected Growth

Figure 11: Use of Marketing ROI / Profitability Metrics – B2B Lead Gen vs. All Marketers

Figure 12: Lead Gen Marketing Effectiveness – Users of ROI Metrics vs. Traditional Metrics

Figure 13: Lead Generation Management – Users of ROI Metrics vs. Traditional Metrics

Figure 14: Lead Generation Practices Based on Effectiveness

Figure 15: Comparison of Economic Downturn Impact by Lead Generation Management Effectiveness

Figure 16: Budgets Relative to Profit Potential Based on Effectiveness

% with Budget Below Value Potential

Total More Effective Org's Less Effective Org's

Generating new lead volume 38% 25% 64%

Generating quality leads 43% 33% 63%

Nurturing stalled leads 48% 48% 60%

Improving sales conversion rates 37% 25% 56%

Conditioning leads to improve the average value per closed customer

39% 31% 49%

Decreasing the time from new lead to sale close for shorter sales cycles

37% 34% 46%

Figure 17: Marketing Operations Comparisons Based on Effectiveness

Figure 18: Marketing Budget Alignment by Effectiveness Relative to the Competition

Figure 19: Marketing Operations Based on Budget Alignment

Figure 20: Integrated Marketing by Company Size

Figure 21: Improving Performance by Company Size

Figure 22: Budget Alignment by Company Size

Figure 23: Region

Figure 24: Company Size Based on Annual Revenue

Figure 25: Role of Marketing

Figure 26: Marketing Budget