Comments on: Memo to the CFO: 3 Lead Generation Metrics That Matter http://www.funnelholic.com/2009/03/12/memo-to-the-cfo-3-lead-generation-metrics-that-matter/ a blog for those of us who live and work at the top end of the b2b funnel: Demand Generation, Lead Generation, Online Media, B2B Sales and Marketing, Marketing Automation, DRIP, Lead Nurturing, and Fun. Wed, 08 Feb 2012 05:50:54 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Steve Bent http://www.funnelholic.com/2009/03/12/memo-to-the-cfo-3-lead-generation-metrics-that-matter/comment-page-1/#comment-1725 Steve Bent Sun, 16 Aug 2009 21:11:49 +0000 http://www.funnelholic.com/?p=701#comment-1725 Great piece. Totally agree with the ROI measurement. It amazes me that it isn't measured as opportunity, but rather return. (btw - I'm not a markerter, I'm sales focused and I still agree!) Great piece.

Totally agree with the ROI measurement. It amazes me that it isn’t measured as opportunity, but rather return.

(btw - I’m not a markerter, I’m sales focused and I still agree!)

]]> By: Mohit http://www.funnelholic.com/2009/03/12/memo-to-the-cfo-3-lead-generation-metrics-that-matter/comment-page-1/#comment-1722 Mohit Mon, 10 Aug 2009 20:12:40 +0000 http://www.funnelholic.com/?p=701#comment-1722 Craig, Brilliant and well thought out post! Your post is a great demonstration of separating "infrastructure" metrics (Cost Per Lead- CPL) vs. "functional" metrics (Cost Per Opportunity- CPO). CPO is tied to the lead and pipeline generation funnel, and not to the various tools and mechanics that impact CPL. CPL feeds into CPO generation. I am truckloads of B2B experience and what you say makes sens. More on this here: http://randomjunkyramblings.blogspot.com/2009/08/sustaining-brand-conversation-behavior.html Craig,

Brilliant and well thought out post! Your post is a great demonstration of separating “infrastructure” metrics (Cost Per Lead- CPL) vs. “functional” metrics (Cost Per Opportunity- CPO).

CPO is tied to the lead and pipeline generation funnel, and not to the various tools and mechanics that impact CPL. CPL feeds into CPO generation.

I am truckloads of B2B experience and what you say makes sens. More on this here:
http://randomjunkyramblings.blogspot.com/2009/08/sustaining-brand-conversation-behavior.html

]]> By: John Foley, Jr. http://www.funnelholic.com/2009/03/12/memo-to-the-cfo-3-lead-generation-metrics-that-matter/comment-page-1/#comment-1645 John Foley, Jr. Sun, 29 Mar 2009 14:02:03 +0000 http://www.funnelholic.com/?p=701#comment-1645 I agree with your post except for the A-Rod piece - he cheated! Have a good day. John I agree with your post except for the A-Rod piece - he cheated!

Have a good day.

John

]]> By: Will Schnabel http://www.funnelholic.com/2009/03/12/memo-to-the-cfo-3-lead-generation-metrics-that-matter/comment-page-1/#comment-1635 Will Schnabel Tue, 17 Mar 2009 21:14:26 +0000 http://www.funnelholic.com/?p=701#comment-1635 The way we have seen the cost per opportunity measured most frequently is off of the first marketing touch, or spend. Then the other marketing efforts can gain credit, or influenced revenue, for the opportunity. Tracking both direct and influenced opportunities gives a broader picture to what is working, from lead generation through lead nurturing. The way we have seen the cost per opportunity measured most frequently is off of the first marketing touch, or spend. Then the other marketing efforts can gain credit, or influenced revenue, for the opportunity. Tracking both direct and influenced opportunities gives a broader picture to what is working, from lead generation through lead nurturing.

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