Workforce Management Feature Article
November 05, 2010
Softletter releases "The Lead Generation, Management and Conversion to Sales Report"
By Rahul Arora, TMCnet Contributor
Softletter has recently unveiled its groundbreaking report: The Lead Generation, Management and Conversion to Sales Report for the software industry. The report includes participation of more than 100 senior software industry executives who provided details about their lead generation programs, how they score and qualify leads, conversion rates on turning qualified leads into sales and use of lead and workforce managment systems. These executives belong to companies with products on Software-as-a-Service, on premise/client server, desktop/retail, OEM, and mobile application platforms.
The report by Scofletter, which is the leading source of business insights and data analysis for software developers and publishers, also comprises over 300 charts and tables and a deep drill down analysis which is based on company size, stage of development and software platform backed up by in-depth analysis and informed commentary on trends and critical results.
"Over the years, everyone in the software industry has read innumerable observations, speculation, and guesses on generating and managing leads. But until the release of this report, there has been no reliable data to back up the various assertions and, in some cases, outright myths surrounding this topic," said Rick Chapman, publisher and managing editor of Softletter, in a press release. "It's not surprising that results vary dramatically from company to company but finding that 41% of companies don't set goals for converting marketing leads to qualified sales did grab our attention. It also helps explain why most software companies were achieving conversion rates of only 10% to 15%, which is far less than the best practices rate of 25%+."
One of the interesting highlights of this report is that companies that use marketing automation and management systems like Marketo, NetSuite (News - Alert), Constant Contact or Salesforce.com were 75% more likely to meet their lead generation goals over companies that did not," said Randy Hujar, Editor and VP of Research Publications, in a statement, "The data and information contained in this report provides the metrics and benchmarks needed for software companies to better understand their results and should act as a catalyst to put better systems in place to improve their lead generation efficiencies and sales results."
All attendees at the upcoming SaaS (News - Alert) University conference to be held November 9-11 at Boston area Dedham, Mass., will have this report. Recognized as the most comprehensive program in the industry and as a knowledgebase on successfully launching and running a Software-as-a-Service firm and/or transitioning to Software-as-a-Service from a licensed model, the SaaS University Conference series provides a much sought after opportunity for executives in this industry to network and share ideas and experiences.
Rahul Arora is a TMCnet contributor. He has worked as an editor and freelance writer for several reputed organizations in India. To read more of his articles, please visit his columnist page.
Edited by Chris DiMarco