Lead Lifecycle Management OnTarget Partners（领导生命周期管理OnTarget伙伴）.pdf

Lead Lifecycle Management Building a Pipeline that Never Leaks July 2009 Ian Michiels Lead Lifecycle Management: Building a Pipeline that Never Leaks Page 2 Executive Summary This report explores how Best-in-Class organizations holistically approach Research Benchmark lead management and demand generation. The study highlights best Aberdeen’s Research practices from 223 organizations around the concept of Lead Lifecycle Benchmarks provide an in- Management (LLM). This study is designed to help identify best practices in depth and comprehensive look LLM by exploring the processes and practices Best-in-Class organizations into process, procedure, leverage to extract more revenue from sales and marketing efforts. methodologies, and technologies with best practice identification and actionable Best-in-Class Performance recommendations Aberdeen used three key performance criteria to distinguish Best-in-Class companies: • Annual revenue: organizations that achieved the highest revenue growth between July 2008 and July 2009 • Total number of new leads: annual growth in the total number of new leads • Bid-to-win ratio: the number of won deals over the total number of “Lead management proposals or contracts that were delivered [tec