Lead Management
Imagine a football receiver dropping the game-winning touchdown pass, or a relay team dropping their baton in the final heat, or Sales ignoring a lead from Marketing.  Sound far-fetched?  Unfortunately, in many organizations over 70% of leads passed from Marketing to Sales are ignored, leading to wasted marketing resources, lost opportunities and sub-optimal growth.  And while Sales, Operations and Finance generally have well-established automation systems, Marketing automation is a relatively a new phenomenon.

A well defined lead management process is the cornerstone of any effective lead generation campaign.  The ability for Marketing to quickly and efficiently create an outbound marketing database, select optimal targets and record all interactions must be balanced with Sales' need to quickly engage, distribute, convert and report on the quality of Marketing's leads.

Rubicon Lead Management solutions focus on providing lead management process that addresses the needs of both Sales and Marketing:


For Marketing Management:

  • Maintain data integrity within outbound marketing database
  • Select optimal targets for marketing campaigns
  • Record multi-touch interactions with prospects
  • Score, classify and hand off leads to Sales
  • Determine source of the best leads
  • Report on the efficacy of lead generation campaigns

For Sales Management:

  • Quickly score and distribute leads to sales force
  • Measure sales force lead follow-through
  • Send opportunities back to Marketing for nurturing
  • Quantify conversion of Marketing's leads to closed opportunities
To learn how a Lead Management solution, combined with robust Lead Generation and Lead Nurturing solutions can contribute to your organization's top line growth please contact us.