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Climate Heightens Need For Nurturing To Match The New BtoB Buying Processes

Considering the current business climate, it is hard to fathom that less than 10% of marketers are capitalizing on one of their biggest opportunities to drive new business, but that is the unfortunate reality. We conducted a survey of marketing executives back in December of 2008 and found that only 8% of respondents currently had automated lead nurturing strategies and processes in place.

While it can be argued that the small percentage of organizations using lead nurturing is consistent with the low adoption rate of marketing automation systems, another stat which was even more eye-opening was that only 15% of respondents planned to deploy or expand their automated lead nurturing efforts in 2009. This represents a huge missed opportunity for BtoB organizations as lead nurturing has really become a required part of the selling process in today’s business landscape.

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