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Private & Confidential
About us
History• Founded in 2004 – D. Elkington & K.
Krogue• HQ in Silicon Slopes, Utah• $40m in venture investment• 350 employees• 3 years of 100%+ annual revenue
growth
Industry leadership• #5 in U.S. software job creation – Inc.• #2 paid app on Salesforce App
Exchange• Top 100 private companies – Always
On• 1000+ business-to-business customers• 17 patents in web comms & predictive
analytics
Private & Confidential
BackgroundLead Response Management• Faster response=better contact• Persistent response=better contact
What is the status of lead response management for American businesses?
Private & Confidential
Methodology
Data• 14,061 companies tested• Inc. 5000, Fortune 500, and many
tradeshow affiliates
Analysis• Test leads submitted using alias
contact info• Company responses tracked using
InsideSales.com developed software
Private & Confidential
Web Lead Response Status of American
Businesses
9,538
4,031
183 309
Audited (68%)No Webform (29%)Bad Webform (1%)No Website (2%)
Private & Confidential
Key Stats: Immediacy
and Persistency
Median first phone response time• 3 hours and 8 minutes
Persistency• 4,472 of 9,538 companies (47%)
did not respond• Average number of any response
type was 2.2
Private & Confidential
First Phone Response
Times
0-5
min
30-6
0 m
in
2-4
hrs
12-2
4 hr
s
48-7
2 hr
s
4-7
days
0
50
100
150
200
250
300
350
400
121
367
197236228
105
229
165
11894
121162
First Phone Response Time
Nu
mb
er
of
Co
mp
an
ies
Private & Confidential
Overall Persistency
0 1 2 3 4 5 6 7 8 9 10 11 12 >12
0
500
1000
1500
2000
2500
3000
3500
4000
4500
50004472
2329
968
49526319314110287 54 51 44 43
296
Number of Overall Attempts
Nu
mb
er
of
Co
mp
an
ies
Private & Confidential
Phone Persistency
1 2 3 4 5 6 7 8 >80
100
200
300
400
500
600
700
800
900
779
586
292
158100
54 45 26102
Number of Phone Attempts
Nu
mb
er
of
Co
mp
an
ies
Private & Confidential
Response Medium
Progression1 2 3 4 5 6 7 8 9 10 11 12
>12
0%10%20%30%40%50%60%70%80%90%
100%
Email Voicemail Call
Response Attempt NumberPe
rce
nt
Me
diu
m U
sed
Private & Confidential
Industry Comparisons
• Which industries are responding fastest?• Which industries are most persistent?• Know the standard for your company.
Private & Confidential
Industry Comparisons
0:00
0:29
0:59
1:29
1:592:05
1:551:51
1:051:020:560:560:44
0:350:16
Median First Response Time Overall
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
Industry Comparisons
Health
care
Man
ufac
turin
g
Retai
l
Overa
ll
Educ
atio
n
Softw
are
Med
ia &
Inte
rnet
Fina
nce
Tele
com
mun
icat
ions
Busin
ess Se
rvices
0:00
3:59
7:59
11:59
15:59
19:59
21:4819:08
16:56
3:292:462:472:212:091:101:08
Median First Phone Response Time
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
Industry Comparisons
Educ
atio
n
Softw
are
Fina
nce
Overa
ll
Man
ufac
turin
g
Tele
com
mun
icat
ions
Med
ia &
Inte
rnet
Retai
l
Busin
ess Se
rvices
Health
care
0%
20%
40%
60%
80%
100%79%
72%63%62%60%59%57%56%55%54%
Percentage of Test Leads that Received at Least One Response
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
Company Size
Comparisons
1-300 employ-
ees
301-2500 employees
2501+ employees
0:00
0:14
0:29
0:44
0:59
1:14
1:29
1:44
0:48
1:38
1:28
Median First Response Time Overall
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
Company Size
Comparisons
1-300 employ-
ees
301-2500 employees
2501+ employees
0:00
3:00
6:00
9:00
12:00
15:00
18:00
21:00
2:22
16:56
19:34
Median First Phone Response Time
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
Company Size
Comparisons
1-300 employ-
ees
301-2500 employees
2501+ employees
50%
55%
60%
65%
70%
64%
57%58%
Percentage of Test Leads that Received at Least One Response
Re
spo
nse
Tim
e (
ho
urs
: m
inu
tes)
Private & Confidential
What you need to
know
• Understand. Effective lead response management will grow your business. • Identify. Know where your company
stands compared to industry, company size, and overall standards.• Change. Using the right tools,
improve your lead response strategy.
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Communication Gamification Data Visualization Prediction
Sales Acceleration Platform
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PowerDialer™voice | email | sms | fax
• Local Presence
• Leave Voice Message
• Set Callback
• Native Salesforce Reports
• Immediate Response
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Neural Sort = High Contactability
Neuralytics®score| sort| notify
• Neural Score
• Neural Sort
• Neural Notify