Presented by Director of Corporate Strategy – Oversee.net – Jay Weintraub
Lead Generation Basics
Clicks -> Landing Page -> Decision Engine -> Lead Transmission (Sale to Buyer) -> Follow Up.
Benefits of Lead Generation
Shared Risk
• Data itself has no value
• Advertisers paying on potential value
End User Value
• Something you could use
• Does not rely on breakage
Just the beginning
• Already multi-billion dollar market
• Nothing buy upside
This is a very interesting, but graphical presentation. Will try to get copy of presentation from Jay later and post a link in the comments section.
Advances in Lead Generation
Marketplaces
Outsourced Sales Force
Variable CPL’s (potentially disruptive force)
Optimization
Multivariate Testing – More than Landing Pages
Applying ad network rigor to ad display
“Cross Media” – Search Traffic to use to banner traffic
Challenges in Lead Generation
Increased competition among lead generators
Going “wide & deep” – do not assume that success in one vertical will assure success in any vertical.
Key Takeaways
Quality – Buyers get it; leads for leads sake do not help their business
Sustainability – Being caught by surprise
Value – Consumer & Buyer
Future Thoughts
Large Opportunity as companies move toward lifetime value, e.g. more advanced remarketing and bundling.
Continued vertical segmentation
New verticals forming
Summary
Quality – the only metric that matters
Market today has changed dramatically from that in years past
Still money to be made, but ever declining low hanging fruit
Efficiency and improving on the process is king
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