Determine How Leads Flow Through the Marketing and Sales Funnel
A Demand Generation Funnel report determines the impact and effectiveness of an organizations’ Demand Generation activities, and conversion rates at each stage of the funnel. The funnel stages of a traditional Demand Funnel are:
Why You'd Use This Funnel
This funnel tracks conversion rates and engagement at each stage of the demand funnel so that demand generators are able to determine how effective their marketing efforts are at converting leads into business. This funnel defines who your best leads are, where they are in the demand generation and sales process, and how they move through the sales funnel to convert into business. Additionally, this type of report allows demand generators to identify “leaky” stages in the funnel, where people are getting stuck or dropping out without converting.
Demand generators use funnel data to inform their campaigns in an effort to generate more qualified leads, as well as nurture leads through the funnel faster and more effectively.
WHO THIS is valuable for
- Demand Generation teams
- Marketing Analysts
- VPs of Marketing
- Chief Marketing Officers
- AVPs or VPs of Sales
If you're at a smaller organization, your Chief Revenue Officer may also be invested in this data.
DATA YOU NEED
- Lead Scoring model defined and built into CRM and MAP
- Lead Source and Campaign Data
- Primary Campaign Source
- # of Leads, MQLs, SALs, SQLs
- Opportunities and Pipeline Created (Closed Won, Closed Lost)
- Time Frame (based on touchpoint)
DATA SOURCES REQUIRED
- Marketing Automation Platform (Marketo, Hubspot, Eloqua, Pardot, etc)
- CRM (Salesforce, SAP, etc)
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