Prospecting to Markters

Prospecting to marketers Which marketers are most likely to respond to lead generation A noisy, cluttered marketplace makes it difficult for marketing technol ogy vendors to get noticed by marketers. However, lead generation is very effective in reaching some marketers. LEADJEN Branding/ Creative Biz Dev/Sales & Marketing 26* Social Media Other 12 Marcom/PR Director Coordinator/ 30% Specialist 6% Marleting Technology 10 CXO 8* Individual Digital/EmalV Web Marketing 14* Contributor 11* Executive/ Strategy 21* Manager Vice President Other 22% 11* 15% Marketing functions mostlikely to respond to lead generation Director level mostreceptive to lead generation Tuesday and Wednesday best days to reach a marketer Midday" best time to reach a 23% 23% marketer 12-1 13% 12 30% 11-12PM 13% 20% 13% 1-2M 26% 19% 10 First call is the most fruitful 15% 19% 14% 7% 2% 2% <1% <1% INBOUND REFERAL 7+ 45 5-6 4 RESPONSE OR CAL BAOK MON TUE WED THU FRI -3% Appointments set by day Appointments set by time Appointments set by tactic "Timesare Eastermtime 2or Fall best season for prospecting to marketers 9% 13% 13% 12% 11% What it takes to get a qualified appointment 8% 6% 7% 5% 5% 6% 6% 169 attempts: calls vaicemailmessag es aremails 20 conversations: Iive dialague, referrals, follaw ups and no responses JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC O" response rate: % of accounts attemptedto qualified appoirtments Lead generati on by month Data is based ona study by Lead Jen of lead generation campaigns over a four-year period from 2010 to 2013, including 264,300 outreach attempts and 31,575 convers ations with marketing profes sionals The campaigns generated 1,561 ap pointments and 150+forecasted opportunities resulting in 45 million of revenue generated and an additional $7 million in pip eline value Lead Jen 1311 W. 96th Street, Suite 250, Indianapolis, IN 46260 leadjen.com 10%