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2010 Lead Generation Research

Focusing on Metrics & Compensationin pipeline generating teams

Trish BertuzziPresident & Chief StrategistThe Bridge Group, Inc.

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About the Research

115+ Technology Companies Participated

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Which best describes your solution?

About the Participants

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Where Does Lead Gen Report?

2007 32%

2009 26%

2010 50%

% Reportingto Marketing:

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Lead Gen Group Size

2007 4

2009 6

2010 8 Reps

Average group size:

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Primary Functions of the Group

(Select all that apply)

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About the Lead Gen Reps

Metric

Experience prior to hire 2.5 years

Ramp to full productivity 3.2 months

Tenure at company 2.1 years

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Lead Gen Compensation

Metric Change from ‘09

Base Comp. $48k 2%

Total Comp. $74k 1%

Quota 15 Leads passed 6%

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Percentage of Reps at Quota

63% 13% from 2009

• 48% reported more than 70% of their Reps at quota

• Less than 1 in 4 had greater than 80% at quota

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Lead Gen Activity

Metric Change

% of calls on marketing-generated Leads 46% 2%

# of touches from “Suspect” to “Prospect” 6.5 7%

% of “Leads” converting to “Opportunities” 22% 29%

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Pipeline Contribution

Metric Change

% of total Pipeline (All Companies) 49% 2%

% of total Pipeline (Revenues under $29M)

52% -

% of total Pipeline (Revenues over $100M)

41% -

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If you liked this preview, you’ll love the Research Report.

http://www.bridgegroupinc.com/lead_generation_metrics.html

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Trish BertuzziThe Bridge Group, Inc.

tbertuzzi@bridgegroupinc.com978-562-2623

Blog http://blog.bridgegroupinc.com http://www.linkedin.com/in/trishbertuzzi

@bridgegroupinc

Thank you for listening.