kalyani January 14, 2021

Introduction

Lead management is business-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 functioned by various marketing programs or campaigns. Lead management maintains business relations between its outgoing consumer advertising and the replies to that advertising. Lead management aids in customer relationship management (CRM) and sales management. Lead management involves the acquisition of new customers, market brand identity and selling to current clienteles which enables business profitability.

Lead management requires in various stages of a sales procedure and across a distributed sales force. In this modern era, this process has speedily become technology-centric and shifted from manual workload to automation systems. Therefore, the lead management market is estimated to grow during the ten year forecast period.

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Lead Management Market: Drivers and Restraints

The drivers which are driving the lead management market are, rapid establishment of new industries or enterprises, large global company purchases, growing adoption among the small or midsize businesses (SMBs) and changing customer or consumer buying patterns.

Some challenges which are hampering on the lead management growth such as, need to convince channel partners about fair lead distribution system and to catch up their attention and follow of leads, report back on leads those have sent to sales representatives, Getting multi-line partners to sell our product vs. a competitor’s product, need to convince channel managers leads should not have to be manually revised before it can be allocated, and market strategies include complex mixtures of direct selling offices and resellers (competing or overlapping territories, major accounts assignments, differences in product focus, expertise or capabilities, lead sources tied to specific program funding).

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Lead Management Market: Segmentation

by Technology
  • Lead Acquisition
    • Batch Imports
    • Electronic Data Transfer
    • Quick Apply Web Forms
  • Lead Filtering and Assessmen
    • 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
    • Prioritization
by type of Services
  • Major Accounts
  • Round Robin
  • Geographical
  • Historical Match
  • Proximity / Radius
by Deployment
  • Cloud-based platform
by End User Industries
  • Healthcare or Pharmaceutical Industries
  • Financial Services (insurance and mortgage) Industries
  • Professional Services Sectors
  • Sports & Entertainment Industries
  • Non-Profit Organizations
  • Higher Education Sectors
by Applications
  • Lead generation
  • Prospect or client management

Lead Management Market: Overview

Globally, the lead management market is used intensively due to advent of technology-centric procedures and it is shifted from manual workload to automation systems.

Lead Management Market: Regional Outlook

A region level segmentation is completed for lead management market that covers

  • North America
  • Latin America
  • Eastern Europe
  • Western Europe
  • Asia Pacific excluding Japan
  • Japan
  • Middle East & Africa

Globally, North America is leading the lead management market followed by Latin America and the Asia-Pacific.

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Lead Management Market: Key players

The prominent players operating in lead management are Salesforce, Oracle, SAP, IBM, Microsoft, Siebel CRM Systems, Inc. (US), MarketNet (US), Vovici-Verint (US), Pipedrive, Inside sales box, Drishti, Sales optimize, ProsperWorks, Zoho, Nutshell, Marketo and Hubspot.

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