What is your Primary Metric for Success?

30% of Demand Generation Professionals Say that Pipeline Influence is their Top Indicator

Statistic Info

In addition to a growing number of marketers indicating they now have revenue-based performance quotas, account-specific quotas are also emerging as a top KPI for marketing teams, with 27% of respondents saying they now set account, lead and revenue-based quotas.

The focus on account-based tracking was also evident in looking at the primary metric marketers said they are measured against. While the traditional KPI of MQLs was the top response for 33% of respondents, 30% indicted pipeline influenced was the top metric, 14% said total leads/inquiries, and 11% indicated accounts engaged was the main metric.

More Demand Generation Stats

The Top Demand Generation Priorities for 2018 are: 1) Focusing on Lead Quality over Quantity, 2) Improving Conversion Rates and Results, and 3) Generating Increased Lead Volume

On Average, Organizations Generate 1,877 Leads Per Month and 1,523 MQLs

79% of B2B Marketers Credit Email as the Most Effective Distribution Channel for Demand Gen Efforts

Marketers are Now Experimenting with Buyer Engagement through Formats other than Form Fills: Video (66%)

Bundled Nurturing Content Within a Resource Hub (Instead of Multiple Emails) Produced a 3X Increase in Lead to Pipeline Ratio

Lack of Resources (Staff, Funding, Time) is the Biggest Obstacle for 61% of Marketers Working on B2B Lead Generation

48% B2B Buyers Said Webinars Were Valuable to Them in the Mid-Stage of their Buying Journey

42% of Lead Gen Professionals Consider Lack of Quality Data a Major Challenge Around Quality Lead Generation

Converting Leads to Customers was the Top Marketing Priority for 70% of Organizations in 2017

Marketers are Now Experimenting with Buyer Engagement through Formats other than Form Fills: Infographics (59%)