Lead management isbusiness-to-business and direct-to-consumer oriented set of practices, methodologies and systems intended to generate and to qualify new potential business prospects. Lead management is usually done through various marketing programs or campaigns. Lead management maintains business relations between its outgoing consumer advertising and the relevant responses to that advertising. Lead management aids in Customer Relationship Management (CRM) and sales management. Lead management involves the acquisition of new customers, maintenance of market brand identity and selling to current clienteles which enables business profitability. Lead management includes handling of different types of leads such as web leads, aged leads, event & purchased leads and trigger leads. Lead management comprises various services such as lead scoring, lead nurturing, campaign management or e-mail marketing, etc. Lead filtering and assessment is carried out by data verification (e.g. mobile or telephone numbers, address scrubbing and zip codes), device intelligence (e.g. device fingerprint, true geo location, botnet proxy detection and real IP detection), fraud screening, data appending (e.g., appending third-party data like credit, purchase history and preferences), lead scoring/grading and prioritization. In this modern era, lead management process has rapidly becoming technology-centric and shifted from manual workload to automation systems. Therefore, the lead management market is anticipated to grow significantly during the forecast period.
Global Lead Management Market: Drivers and Restraints
Rapid establishment of new industries or enterprises along with large global company purchase is expected to drive the demand for lead management. Furthermore, increasing adoption of lead management among the small or midsize businesses (SMBs) is anticipated to propel the demand for lead management. In addition, growing collaborations between marketing and sales teams is the significant factor to boost the demand for lead management.
Some challenges are hampering the growth of global lead management market which are convincing channel partners about fair lead distribution system and to grasp their attention while taking a follow-up of leads, issues with reporting such as getting multi-line partners to sell their product as compared to competitor products, etc. In addition, convincing channel managers to avoid manually revised leads before it can be allocated, and market strategies which include complex mixtures of direct selling offices and resellers are anticipated to restrain the growth of the global lead management market.
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Global Lead Management Market: Segmentation
Global Lead Management Market, by Technology
· Batch Imports
· Electronic Data Transfer
· Quick Apply Web Forms
Global Lead Management Market, byType of Service
· Major Accounts
· Round Robin
· Historical Match
Global Lead Management Market, by Deployment
· Cloud-Based Platform
· Web-Based Platform
Global Lead Management Market, by End User
· Financial Services Sector (Insurance and Mortgage)
· Professional Services Sector
· Sports & Entertainment
· Non-Profit Organizations
· Education Sector
· Hospitality, Travel & Tourism
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Global Lead Management Market: Regional Outlook
Geographically, the global lead management marketis segmented into seven regions, namely North America, Latin America, Western Europe, Eastern Europe, Asia Pacific Excluding Japan (APEJ), Japan and the Middle East and Africa (MEA). North America is the market leader in the global lead management market owing to favorable change in mortgage market in this region. APEJ and Japan collectively contribute significant share to the global lead management market owing to increasing digital connectivity in these regions which is propelling the demand for lead management. On the other hand, surge in travel and tourism services in European countries is expected to exhibit growth for the lead management market. Increasing healthcare spending in Latin America is anticipated to derive demand for lead management. In addition, increase in chronic diseases such as cancer and diabetes in Mexico are driving demand for health care services which is anticipated to boost demand for lead management.
Global Lead Management Market: Key Players
The prominent players in the global lead management market are
· Siebel CRM Systems, Inc.
· Inside sales box
· Sales optimize
· DemandGen International, Inc.
The major lead management service providers are implementing strategies such as merger and acquisition and also providing services such as cloud based platform as well as mobile based applications or tools which is enabling ease of use for the lead management users.
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