Category: Analytics
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MCtR Skews Marketing Program Results (#5)
After the previous four postings, are you still not convinced that MCtR (marketing contribution to revenue) is a dicey metric for sales and marketing management? Here comes reason #5 – Skewed Marketing Results. Marketers love to show that their efforts generate revenue. In B2B marketing who wouldn’t? The problem is that unlike consumer marketing where…
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Transformers (#4)
If you look to the far left of the funnel, marketing tends to focus on driving traffic – either foot or online – to their various marketing assets. It is this traffic that may ultimately convert to a prospect name that may, along with other names, or perhaps different names, convert to an opportunity that…
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Closed Deal Forensics are Notoriously Difficult to Understand (#3)
After reading the first two posts of the Six Reasons Marketing Contribution to Revenue (MCtR) is a dicey metric, if you still want to use this metric, perhaps this post will convince you otherwise. The only true way to get an accurate number on marketing’s contribution to revenue is do forensic analysis on almost every…
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B2B Sales Cycles Have Many Touch Points (#2)
Measuring marketing contribution to revenue (MCtR) is a dicey proposition for a variety of reasons. Last post we talked marketing’s work in so many other areas that drives revenue, that to focus purely on lead generation to revenue contribution really under reports marketing’s contribution. In this post, we look at the complexity and number of…
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Marketing Does More than Lead Generation (#1)
The first problem with the “Marketing Contribution to Revenue” metric is that it somewhat ignores the other aspects of marketing’s role. In most companies I have seen, in addition to demand generation, marketing is also tasked with brand development, product positioning, competitive analysis, sales training, support, and sales cycle support once sales has engaged a…