In the world of B2B services and solutions lead management there are both laggards and leaders. But even the leaders are not up to snuff. While the leaders have a leg up when it comes to the infrastructure and processes to track leads from inception to close, they are not mining the data from their systems to optimize marketing’s performance. Furthermore, few companies, leaders and laggards alike, are doing enough to align marketing with sales.

In this online survey, ITSMA provides insights into best practices for lead qualification, scoring, routing and nurturing, marketing and sales alignment, performance measurement, and leveraging marketing automation.

Also included in the report is ITSMA’s Lead Management Roadmap, which provides guidance on the steps you can take to fill in the gaps to improve marketing results and align with sales using the latest services and solution provider lead management benchmarks.

Study Methodology

• Online Web-based survey
• Survey invitations were emailed during the summer of 2011 to ITSMA member and nonmember companies
• 85 representatives from 76 companies responded to the Web survey
• ITSMA analyzed the data by:
  • Company type (Sells products and services or Primarily services)
  • Annual revenue (Less than $100M, $100M–$999M, More than or equal to $1B)
  • Lead management performance (Leaders and Laggards)

Special Offer

This report is available free of charge to current ITSMA members that responded to this survey. Companies that responded but are not members of ITSMA will receive an Executive Summary.

If your company is on the above list, please send us an email (using your company email) and request your free report. Orders will be processed the next business day.

• This report is available for sale at member and nonmember prices.
• See if your company is an ITSMA member
• Email ITSMA for more information
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