ReviMedia Reveals Trends in the Lead Generation Industry

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Lead generation company ReviMedia publishes new infographic giving insight into lead generation industry trends

Current trends in the lead generation industry

Anatomy of Online Lead Generation

Lead generation is the top digital marketing objective for B2B organizations of which 62% measure digital marketing success with lead gen results.

ReviMedia Inc, one of the leaders in lead generation has published the new infographic “Anatomy of the Online Lead Generation Industry” ( analyzing trends and developments in lead generation.

In its simplest form, lead generation is the act of collecting sales leads with the aim of selling data on to interested parties, most commonly organizations in the education, health care, insurance, automotive, senior housing, financial and home verticals.

The lead generation industry is a rapidly growing market and has seen a 15% increase in revenues, with ad revenues rising from $1,322 billion dollars in 2010 to $1,522 billion dollars in 2011 according to reports by IAB. Lead generation is the top digital marketing objective for B2B organizations of which 62% measure digital marketing success with lead gen results. Although a top priority, a recent survey by MarketSherpa reveals that 74% of marketers admit that finding high quality leads represents a major challenge.

As a result, there has been an industry-wide shift in focus from quantity to quality. In order to ensure quality, ReviMedia has implemented an internal quality index for quantities (QIQ) which filters out bad traffic by scoring leads in real time which has resulted in increased lead value and higher payout rates. Moreover, ReviMedia has partnered with various external quality control tools, such as eBureau, LeadID and TeleSign which have also helped to increase lead quality.

Another major trend in the industry is a strong focus on content marketing. Interesting and exclusive content is more appealing to users and allows for targeted marketing strategies. This is a reason why SEO (search engine optimization) has become an important tool in attracting targeted and qualified traffic. Moreover, social media and blogging, allowing organizations to extend their networks, have also become significant channels for quality lead generation. According to Marketing Charts, about 65% of B2B companies have generated a lead from LinkedIn, while 77% of B2C organizations have generated leads from Facebook.

Automation and integration are two other trends which are becoming gaining significance in lead generation. Through automated marketing processes, leads can be nurtured and funneled. Moreover, information integration allows businesses to integrate all data from lead nurturing to sales.

Lastly, mobile lead gen is becoming increasingly important. As Hubspot reports, smartphone sales will amount up to $200 billion in 2012, a 52% increase compared 2011, with users switching from traditional electronic devices towards mobile in all areas of life. This also ties in with new tools such as Geosocial mobile services, so-called GeoSoMo, and mobile apps through which organizations and businesses can further target campaigns. ReviMedia has been involved in mobile marketing from early stages as both founders of the company have backgrounds in mobile marketing. ReviMedia sees great potential in mobile lead generation in attracting targeted traffic but emphasizes a changing business models, shifting away from CPM/CPC towards CPL/CPA.

About ReviMedia, Inc.
ReviMedia, Inc, is lead generation powerhouse specialized in developing and executing direct response and performance marketing campaigns. Its proprietary lead exchange platform, LXP, supports high quality lead generation in multiple verticals, exclusive in-house offers and more. ReviMedia has offices in New York City, Panama City and Amsterdam.

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Frans Van Hulle
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