Reply.com- Is Lead Generation Dead

Is Lead Gen 1.0 Dead? Transforming Lead Generation Brian Bowman Chief Marketing Officer Brian@Reply.com blog.reply.com Who Is On The Panel? Moderator Brian Bowman, CMO, Reply.com, Brian@Reply.com Panelists      Matt Wise Bill Todd Pres. & CEO, Q Interactive, mwise@QInteractive.com SVP Sales, ValueClick, btodd@valueclick.com Jay Weintraub Founder, LeadsCon, jay.weintraub@leadscon.com Ross Shanken EVP, Sales, Targus, RossShanken@targusinfo.com Leigh McMillan SVP, MarCom, Marchex, lmcmillan@marchex.com 2 Is Lead Gen 1.0 Dead? What Is A Lead?  Wikipedia - Lead generation refers to the generation of prospective consumer interest into a business' products or services. Often lead generation is associated with marketing targeted at sales opportunities. A Lead is described as information provided by a consumer that may be interested in making a purchase.   3 Problems With Lead Gen 1.0 Problems – Too Much Waste  Missing Controls: Price, Quality & Volume Pricing: Static, Contractual, Quality Missing Quantity over Quality Efficient Market Missing: inefficient generation and sale of automotive leads Is Lead Gen 1.0 Dead?    5 Lead Seller (Publisher) Problems   Limited incentive to improve quality Significant unsold or undersold inventory   Sub-optimal pricing on sold leads No reliable way to align lead generation efforts with lead demand Expensive to build and maintain retail and wholesale relationships Is Lead Gen 1.0 Dead?  6 Lead Buyer (Advertiser) Problems   Limited control over pricing, quality, and volume Static prices don’t reflect value today  Inability to segment, start and stop impacts size of committed budgets Quality not communicated consistently Requires investment in talent and infrastructure   7 Is Lead Gen 1.0 Dead? Questions Core Questions   Is Lead Generation 1.0 Dead? Why haven’t businesses moved a greater percentage of their ad budgets online? What lead gen solutions do you offer to local businesses and what controls do they have? What is the future of lead generation? Is Lead Gen 1.0 Dead?   9 Is Lead Generation 1.0 Dead?  Lead Gen 1.0 = fixed fees, fixed term contracts, quality not communicated consistently Are controls missing for price, quality and volume? What matters, transparency or performance? Has a shift occurred from quantity to quality?    10 Why haven’t businesses moved a greater percentage of their ad budgets online?  What will it take for small service-based, businesses to move their offline spend online? Does it take too much time to manage and is lead gen too complex for most small businesses?   Does the inability to segment, start/stop impact size of budgets companies are willing to commit? Are brand advertisers driving up media costs? Is Lead Gen 1.0 Dead?  11 What lead gen solutions do you offer local businesses?  How do you allow small to medium size businesses to segment, start/stop, change budgets & geographies? Does your solution offer similar controls to search/SEM? How much technology / talent is required to acquire your leads? Is Lead Gen 1.0 Dead?   12 What is the future of lead generation?  Mortgage, Real Estate, Auto Finance, Student Loans, Debt Consolidation have been hurt by the credit freeze. What lead gen segments are growing?  How will exchanges impact the industry?  How will lead scoring impact purchase behavior and pricing? What Lead CRM solutions help with multi-channel, cross-media tracking of source, costs and close rates?  13 Is Lead Gen 1.0 Dead? Who Is On The Panel? Moderator Brian Bowman, CMO, Reply.com, Brian@Reply.com Panelists      Matt Wise Bill Todd Pres. & CEO, Q Interactive, mwise@QInteractive.com SVP Sales, ValueClick, btodd@valueclick.com Jay Weintraub Founder, LeadsCon, jay.weintraub@leadscon.com Ross Shanken EVP, Sales, Targus, RossShanken@targusinfo.com Leigh McMillan SVP, MarCom, Marchex, lmcmillan@marchex.com 14 Is Lead Gen 1.0 Dead? THANK YOU!!! Is Lead Gen 1.0 Dead? Transforming Lead Generation Brian Bowman Brian@Reply.com blog.reply.com