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How To Enable B2B Content Bingeing

PathFactory

As marketers, our collective definition of the marketing qualified lead (MQL) is an important one. What if a prospect is bingeing on your content, spending several minutes consuming an eBook for example, but they haven’t done enough separate activities cumulatively to be flagged as an MQL? And that’s a big problem. Food for thought.

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Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

So the waterfall concept is Inquiry > MQL > SAL > SQO > Close.

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Forrester Report: The Birth Of The B2B Consumer

PathFactory

As a result of this approach, they saw a 30% lift in MQL to SQO conversion rates. In order to boost customer adoption and retention rates, they launched a universe of always-on educational content using a sophisticated technology stack including Eloqua and PathFactory to help new customers self-educate faster and more easily.