Lead Management

"Our business team has identified improved lead management as one of the key opportunities to improve marketing effectiveness. This vision requires us to rethink how we capture leads, prioritize them, and distribute them to our network of dealers." VP of Direct Marketing


Traditionally, lead management has been a challenge facing B2B companies, but it is quietly becoming the strategic agenda for large organizations in banking, insurance, and automotive. As consumers look to the Internet to gather information about their considered purchases, organizations can gather rich information about individual wants and preferences. The challenge becomes setting up individual workflows to deliver this information to dealers, financial advisors, and other third parties to act upon the lead information.

Critical Business Challenges
  • The need to merge leads together from multiple input sources so that they can all be prioritized with one coherent process
  • The cost of building the high volume data infrastructure prohibits the implementation of an ideal solution for the lead management vision
  • Managing a process that gives priority to highly effective sellers and dealers but ensures that leads are redirected when not acted upon within a specified time window
  • The challenge of defining a complex process with rule and time based decisions
Key Aprimo Products The Aprimo Value Proposition
  • Delivers an end to end solution, from lead acquisition to lead distribution
  • Increases lead volume by coordinating all marketing activity into one coherent set of messages to the prospect universe
  • Delivers the ability to define a multi-channel dialogue utilizing e-mail, web and direct interfaces with CRM systems
  • Assigns prospects to the appropriate dealer based on zip code, proximity, product interest, or other rules-based methods
  • Manages a pool of leads so that resources can be brought to bear when lead volume fluctuates and requires additional throughput to ensure proper follow up
  • Delivers real-time insight into the lead management process, so that management can take corrective action when alternative resources or process steps are required

"Working with Aprimo has allowed us to replace our in-house built system with a fully supported commercial application. The ability to build dialogues with a graphic user interface allows us to make adjustments to quickly changing market conditions without support from IT." VP of Lead Management


Case Studies
Read how leading brands are using Aprimo to accelerate their marketing productivity.
Product Tour
Walk through our product modules to see how we can address marketing challenges.
On-Demand Webinars
See presentations of Aprimo Marketing software in action.