The key findings of the report, released today, include:
Companies that are more mature at RPM generate more pipeline from their marketing efforts, enabling sales teams to spend less time prospecting and more time selling – to hot leads.
- Marketing generates 55% of pipeline at RPM companies, compared to only 38% of pipeline for average companies, and only 18% at companies with the least mature processes.
- lead nurturing lead scoring
Companies that are more mature at RPM generate more revenue and achieve faster revenue growth.
- Companies that excel at RPM achieve 101% of their target revenue plans, while average companies achieve only 77% and the least mature companies achieve only 54%.
The study provides benchmarks for each maturity level to quantify the impact of improving revenue marketing and sales practices. The study data reveals difference by industry, as well as between companies with or without marketing automation.
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