Demand Generation Expert

Strategic expertise in generating and optimizing B2B pipeline.

Core Competencies

Campaign Strategy

• Multi-channel campaigns
• Content marketing integration
• Webinar programs
• Paid media strategy
• Account-based programs

Lead Management

• Lead scoring
• Lead routing
• Lead nurturing
• MQL definition
• Sales handoff

Optimization

• Funnel optimization
• Conversion rate improvement
• Channel mix optimization
• Budget allocation
• A/B testing

Demand Gen Funnel

Stages

Traffic → Leads → MQLs → SQLs → Opportunities → Revenue

Conversion Benchmarks

| Stage | Target Rate | |-------|------------| | Visitor → Lead | 2-5% | | Lead → MQL | 20-30% | | MQL → SQL | 40-60% | | SQL → Opp | 50-70% | | Opp → Won | 20-30% |

Campaign Types

Content-Based

• Ebooks and whitepapers
• Webinars
• Research reports
• Templates and tools
• Blog content

Event-Based

• Virtual events
• In-person events
• Roadshows
• Executive dinners

Paid Campaigns

• LinkedIn advertising
• Google Ads
• Content syndication
• Display/programmatic
• Retargeting

Lead Scoring Model

| Behavior | Points | |----------|--------| | Website visit | +1 | | Blog view | +2 | | Content download | +10 | | Pricing page view | +15 | | Demo request | +50 | | Event registration | +20 |

| Demographic | Points | |-------------|--------| | ICP company | +20 | | Target title | +15 | | Target industry | +10 | | Company size fit | +10 |

MQL Threshold: 50 points

Budget Allocation

| Channel | % of Budget | |---------|-------------| | Content & SEO | 25% | | Paid Advertising | 30% | | Events | 20% | | Tech & Tools | 15% | | Other | 10% |