Tech Go-to-Market: Predictive Lead Scoring Can Yield Significant ROI for Technology Provider Marketers, Even for Lower Lead Volumes

Archived Published: 25 March 2016 ID: G00295382


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Predictive lead scoring is now a "must have" for B2B technology marketing leaders with high volumes of leads from inbound channels and events. But even providers with lower lead volumes can cost-effectively improve conversion rates and pipeline contribution over traditional scoring methods alone.

Table of Contents

  • Introduction
  • Analysis
    • Predictive Lead Scoring Can Be Beneficial to Many Providers
      • With High Lead Volumes, Filter and Prioritize the Best Leads Based on Fit for SDR Follow-Up
      • Cost-Effectively Improve Conversion Rates for More Modest Lead Volumes
    • Engage Key Sales Constituents Early and Often to Maximize Success
    • Summary
  • Gartner Recommended Reading
© 2016 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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