Our speciality is lead management for complex revenue operations. Over the past five years, we’ve come across every type of lead management challenge, and we’ve tailored a highly specialized solution for each customer.
We’ve consolidated a list of the most important partner lead management definitions you can take with you to your next revenue operations meeting so you can get the data you need to make the right decisions for your partner ecosystem.
Partner Lead Management Definitions for the Go-Getters
1. First-Offer Lead Acceptance
This statistic details the number of leads accepted by the first agent the lead was offered to. If the lead was declined or timed out by the first agent, the lead is then offered to the second agent. And so, “Second-Offer Lead Acceptance” includes the leads accepted by the second agent offered that lead.
2. Hours to Lead Acceptance
The time in hours between when a lead was captured in a marketing and sales funnel to when the lead was assigned to a sales rep for lead pursuit and follow up.
3. Action Delay
Time in days between the date a lead was captured in a marketing and sales funnel and the date that the lead is responded to by the most qualified salesperson available.
4. In Progress
Leads that have been followed up on, in which feedback data and status update has been received indicating progress has been made in the sales pipeline.
5. Closed Won
Leads that have been designated as “Won” by the salesperson that closed the deal. Note that the better your feedback loop, the more reliable this indicates your ROI on your partner channel investments.
6. Expected Lead Value
The sum of recorded expected values on leads when they are “In Progress”.
7. Final Lead Value
The sum of recorded deal values on leads when they are “Closed Won”.
8. Won Velocity
Time in days between the date a lead was captured in your marketing and sales funnel and the date that lead was designated as Closed Won. Note that “Monthly Won Velocity” statistics can be quite valuable as they reflect the average velocity of leads which closed within that given month.
9. Partner Conversion Rate
The percentage of all leads that were updated from “Accepted” to “In Progress” or “Closed Won” status.
10. Active Countries or Regions
Countries or regions associated with your partner ecosystem and therefore care receive, follow up and close leads within the given date range.
Next Steps for Effective Partner Lead Management
If you want to skip the details and nuances of educating yourself on lead management, book a meeting with us now.
We provide a key solution with expert support for your distributed sales operations. Using our technology enablement and true lead-to-close data, we can address your partner ecosystem with ease and professionalism.
We are not a one-size-fits-all software product. We’re a Software as a Professional Service partner lead management solution and we guarantee that you’ll gain some insight on every lead management consult with our experts. Contact us today!