Customer Experience Matrix

OCTOBER 31, 2008

Basically it defines a formula for calculating profit based on factors that are affected by a demand generation system: number of leads, lead-to-customer conversion rate, net margin per customer, acquisition cost, lead handling cost and sales cost. This is a spreadsheet on calculating the business value of a demand generation system.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Demand 120

Customer Experience Matrix

AUGUST 22, 2013

It then imports CRM and marketing automation data from its clients'' systems, enhances the imported records with information from its big proprietary database, and builds predictive models that score companies and individuals on their likely win rate, conversion rate, deal size, and lifetime revenue.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Customer Experience Matrix

MAY 23, 2012

Even if marketers can’t measure revenue, they can set benchmarks for metrics like number of leads generated, funnel conversion rates, or cost per order. The only way to know is by placing the number in context, which could be this year’s marketing plan or last year’s actual results.

Lead Ranking 120

Lead Ranking Contingency Planning Planning Lead Scoring 120

Customer Experience Matrix

AUGUST 3, 2010

These include graphical models that track movement of leads through the stages, detailed analytics with specialized measures such as conversion rates and speeds, statistical projections based on current inventory and historical flow rates, and executive dashboards. Other components are similarly sophisticated.

Enterprise Management 120

Enterprise Management Marketo Marketing Management Marketing Automation Services 120

Customer Experience Matrix

NOVEMBER 16, 2010

Reports they’ve mentioned include: the number and ages of leads at each stage in the funnel; relation of leads delivered to sales capacity at local levels; and revenue projections based on existing leads and stage-to-stage conversion rates. I don’t know which of these are already available.

Eloqua 120

Eloqua Allocation Enterprise Management Lead Scoring 120

Customer Experience Matrix

NOVEMBER 4, 2010

Specifically, it generates reports on the number of contacts in each stage, stage-to-stage conversion rates, and average time spent in each stage. This lets the system track contacts as they move through the buying, on-boarding and retention processes.

Salesforce.com 120

Salesforce.com Lead Scoring Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

MARCH 20, 2007

Most optimization tests seem to focus on simple goals such as conversion rates, which have the advantage of being easy to measure but don’t capture the full value of an improvement. Measuring the financial value of optimization comes back to last Wednesday's post on the credibility of marketing metrics.

Multivariate analysis 120

Multivariate analysis Lead Scoring Lead Ranking Optimization 120

Customer Experience Matrix

SEPTEMBER 18, 2006

Measuring how customers behave in specific sets of conditions, such as after two service outages within a three month period, is much harder than measuring simple behaviors such as conversion rate from first to second order.

Terms and Conditions 120

Terms and Conditions Wiki Conversion Rate Analysis 120

Customer Experience Matrix

FEBRUARY 12, 2009

Reports do track response rates, conversion rates, and movement of opportunities through stages in the sales funnel. This information is presented in a variety of standard reports, although, perplexingly, I couldn’t find one that related the cost of a campaign to the revenue from its respondents.

Price 120

Price Pricing Impressions Marketing Management 120

Customer Experience Matrix

SEPTEMBER 3, 2012

But right now I’m talking about reporting of survival rates (how many people who enter a nurture program actually end up as customers) vs. conversion rates (how many people move from one program stage to the next). Looking at conversion rates in isolation, it was hard to see those patterns. throughput matters.

Multivariate analysis 120

Multivariate analysis B2B Marketing Planning B2B 120

Customer Experience Matrix

MARCH 29, 2016

Each plan can have a marketing funnel with its own set of stages and targets for conversion rates, velocity, and deal size. Integration with Oracle Eloqua and Salesforce.com lets a new tactic automatically create a corresponding campaign in either system.

Work Management 120

Work Management Marketing Management Multi-Touch Attribution Optimization 120

Customer Experience Matrix

JANUARY 8, 2013

You could also argue that close rate and conversion rates are pretty much the same thing, and therefore also present on all three lists. That is, instead of a single close rate is has a set of conversion rates from one stage to the next. Again, a bit of squinting is required).

Eloqua 120

Eloqua Generation Paper Work Management 120

Customer Experience Matrix

DECEMBER 22, 2015

Because the imported opportunity data includes sales stage, reports can also track movement through the sales funnel, calculating conversion rates and velocity (time to move from one stage to the next). They can compare performance over time, compare specific programs against an average, and see top campaigns by lead source.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel B2B Marketing Allocation 120

Customer Experience Matrix

JANUARY 12, 2007

. - behavior measures such as store visit length, shopping cart abandonment rates, complaint rates, and call center hold queue abandonment rates. results measures such as conversion rates, attrition rates, and share of wallet. Like behavior measures, these measure customer activities.

Lead Ranking 120

Lead Ranking Enterprise Management Lead Scoring Forecasting 120

Customer Experience Matrix

MAY 27, 2014

Pilot clients showed results including 20% increase in lead volume, 200% improvement in conversion rates, and 50% reduction in cost per lead. Better still, these campaigns reach prospects when they are just starting their online research. The company was founded in 2012 with a public launch in September 2013.

Paid Content 120

Paid Content Paid Search Agency Ideal Customer Profiles Advertising Agencies 120

Customer Experience Matrix

NOVEMBER 12, 2007

BridgeTrack does automatically optimize ad delivery by comparing results for different advertisements (on user-defined measures such as conversion rates) and automatically selecting the most successful. What about “optimization”? Same story, I’m afraid. The keyword bidding system is also automated, but that’s really Omniture.

Advertising Channels 120

Advertising Channels Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

NOVEMBER 22, 2006

Automated systems aim to maximize a single metric, such as conversion rate or revenue per visit. With multi-variate Web testing in particular, automated deployment forces you to face a fundamental issue in how you define a winner. Some products may be able to target several metrics simultaneously, although I haven’t seen any details.

Automation 120

Automation Optimization Work Management Marketing Management 120

Customer Experience Matrix

APRIL 2, 2007

Others that can and should be used to gauge business performance include: (1) Rate of new customer acquisition (and, conversely, attrition) (2) Customer distribution by recency (the greater the proportion of recent buyers, the better the business will perform) (3) Average latency (the sooner customers place subsequent orders the better) (4) Customer (..)

Forecasting 120

Forecasting Distribution Validation Acquisitions 120