FAST FACTSLatest Sales & Marketing Stats

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)

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)

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”

78% of successful marketers cite marketing

automation as being most

responsible for improving revenue contribution.

(The Lenskold and Pedowitz Groups, Nov 2013)

AUTOMATIONMARKETING drives a 14.5% increase in sales productivityand a 12.2% decrease in marketing overhead.(Nucleus Research, Apr 2012)

According to Bain & Company, a 5% increase in customer retention cangenerate 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)

Companies that invest in marketing automation solutions see 70% faster sales cycle times and 54% improvement in quota achievement. (Bulldog Solutions, Mar 2012)

63% of companies that are surpassing their competitors use integratedmarketing automation. (The Lenskold and Pedowitz Groups, Nov 2013)

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)

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:

ACT-ON MARKETING AUTOMATION HELPS CUSTOMERS...

Increase lead-to-opportunity conversion by 17% - 26%.

Increase revenuesby 25% - 46%.

Decrease cost-per-lead by65% - 70%.

Decrease campaign launchtimes by 50% or more.

Increase campaign conversionby 50% or more.

Increase deal size by 10%.

See 10% or higher growthrates 31% more frequentlythan 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/won customer. (Aberdeen Group, Jul 2012)

An IDC study found that over 50% of leads in the average B2B contact database are obsolete, which underscores a subsequent MarketingSherpareport 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)

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

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.

Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months.(Gartner Research, Mar 2011)

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 Rank Marketing, Jan 2013)

Leads gained through SEO have a 14.6% rate of close.

ACT-ON LEADMANAGEMENT TOOLSHELP CUSTOMERSEFFECTIVELYNURTURE LEADS ANDGET THEM SALESREADY,INCLUDING…

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%

EMAIL

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)

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”

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, 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)

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 initiative. (Aberdeen Group, Aug 2013)

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 nonblogging firms. (Top Rank Marketing, Jan 2013)

72.6% of sales people using social media outperformed sales people who do not use social media.(A Sales Guy Consulting, Jan 2013)

60%

78%Increased search rankings

Increased website traffic

64%Increased lead generation

Companies that invest a weeklyminimum of 6 hours on social media

marketing see:

(Social Media Examiner, May 2013)

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 yourmessages through.

+1 (877) 530 1555www.act-on.com

About Act-On SoftwareAct-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 customeracquisition, and strengthen customer loyalty. Act-On'sfresh approach to marketing automation gives its users full functionality without the complexity other systems impose, and makes campaigncreation 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.