如果您阅读了有关指标的任何内容，您知道应该监视key performance indicators (KPIs)to track your business’s growth.
But, of course, you know that the process isn’t as simple as “watch KPIs.” You have to choose what KPIs to keep an eye on in the first place.
So, which stats should come first in your business performance dashboard when you run a SaaS business?
一些专家建议跟踪铅速度以监视您的业务状况。让我们进一步了解此指标，并听取SaaS专家对此的评价。
What is Lead Velocity Rate (LVR)?
根据集线器，铅速度率（LVR）是您合格的潜在客户每月增长的率。该指标重点是进入您的管道的线索数量，而不是他们通过它的速度。
It’s important to note that this definition refers to合格的线索而不是领导。在广泛的层面上,哟u can organize qualified leads into two types — marketing qualified leads (MQLs) and sales qualified leads (SQLs). MQLs show interest in your product, while SQLs are ready to buy a product.
In sum, your LVR measures how many new people have a genuine interest in your product every month.
如何计算铅速度率
You can calculate your lead velocity rate by subtracting last month’s number of qualified leads from this month’s number of qualified leads, then dividing the result by last month’s number of qualified leads. Multiply that number by 100 to get a percentage. As a formula, this calculation looks like this:
Current month’s number of qualified leads – Last month’s number of qualified leads / Last month’s number of qualified leads x 100
5件受益SaaS公司从观看LVR中获取
现在您知道LVR的外观，您可以从中学到什么？我们咨询了10位SaaS专家有关他们监视LVR的经验。这是跟踪他们命名的LVR的好处，以及我们的一些见解。
- 跟踪您的业务健康
- Adding Stability to Your Business
- 评估您的增长率
- 了解产品的实力
- 加快战略的变化
1. Tracking Your Business’s Health
Think of LVR monitoring as a regular “checkup” for your business’s health. Are you bringing in interested people every month to give you a solid base to market to?
“铅速度率是SaaS公司的关键性能指标。它衡量了线索转化为客户的速度。” Mukesh K. Singhmar说MarAutomation。“Monitoring this metric can help you determine whether your marketing and sales efforts are effective and identify areas that need improvement. Increased lead velocity usually means higher customer acquisition rates and, ultimately, more revenue.”
Singhmar继续说：“ LVR是一个很好的测量工具，可帮助您确定潜在客户生成过程是否高效。如果您注意到LVR正在下降，则可能是时候对您的营销策略进行一些更改了。绝对是衡量SaaS业务健康状况的关键指标之一，它可以解决您是否以健康的速度以及是否取得足够的盈利能力发展客户群。”
As Singhmar points out, LVR indicates your performance for both your sales and marketing efforts. Try measuring LVR for your MQLs and SQLs separately and together to see how your marketing and sales contribute to your overall LVR. A huge difference in their rates could tell you that you need to调整您的销售和营销更有效。
专家提示:Create a Lead Generation Dashboard for HubSpot Marketing in Less Than a Minute
Like most marketers and marketing managers, you want to know how well your efforts are translating into results each month. Which sources generate the most leads? How well are your landing pages converting? Are you going to hit your lead generation goals for the month? You might have to scramble to put all of this together in a single report, but now you can have it all at your fingertips in a single Databox dashboard.
我们的HubSpot潜在客户生成仪表板包含来自HubSpot营销的数据，其中包含以下关键性能指标：
- 会议和线索。在一段时间内，有多少个新的访客会议和铅转换进行了，它们与上一时期相比如何？
- Leads by source。Identify which channels bought in the most leads during a certain period of time and how did they compare to the previous period?.
- 电子邮件打开。您最近通过电子邮件获得了多少参与度？
- Landing page conversions。Track your overall landing page conversion rate over a recent period.
- 潜在客户生成目标。查看朝着潜在客户生成目标的进度，并根据需要进行调整以达到目标。
- 新的MQL和新的SQLS。查看最近在一个时期产生的营销和销售工作有多少合格的领导者，并衡量潜在客户的影响对您的销售管道的影响。
现在，您可以从我们的HubSpot营销专家的经验中受益，他们将插件数据库模板beplay体育appios其中包含所有基本指标，用于监视和分析您最有效的铅源，着陆页转换率，生成的MQL和SQL的数量等等。实施并开始用作独立仪表板或营销报告，最重要的是，它是免费的！
You can easily set it up in just a few clicks – no coding required.
To set up the dashboard, follow these 3 simple steps:
Step 1:获取模板
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Step 3:Watch your dashboard populate in seconds.
2.为您的业务增加稳定性
When you prioritize LVR in your metric monitoring, you’ll know if you have a stable enough business to handle difficult times.
AtSaaStr，Jason Lemkin指出了您应该观看LVR的许多原因。他强调的最被忽视的人之一是，它可以“在艰难时期使您震惊”。如果您的收入下降了一个月，但是您的LVR良好，则可以使用健康的潜在客户池，您可以努力弥补。
If you want to stay strong when times get tough, keep an eye on your LVR. Make sure you always have a positive LVR so you can focus on your constantly growing qualified leads when you need to boost your revenue.
Bonus tip:To make it even easier to recover from a rough month through your pool of leads, make sure you have a solid领先得分系统到位。您的销售团队将能够确定哪些导致您的复出计划中的优先级。
3. Evaluating Your Growth Rate
LVR是衡量业务增长的绝佳KPI。每个月的潜在客户都稳定的滴滴表明，人们对您的产品有持续的兴趣。
运动模拟卡尔·帕内平托（Carl Panepinto）说：“ SaaS可以通过监视LVR来实现最重要的好处，就是评估每月的潜在客户数量。该指标使我们能够预测每月可以获得的潜在客户。这是对公司当前和未来增长的想法的绝佳措施。”
当您观看LVR作为常规指标跟踪的一部分时，您将建立LVR增长模式的记录。使用这些趋势，您将能够预测将来会获得多少新的合格潜在客户。
Christiaan Huynen ofDesignBroadds, “The most important benefit of SaaS I got from monitoring LVR was tracking our growth. Many times there was a high engagement rate and leads, but it wouldn’t coincide with sales.”
Huynen指出LVR如何帮助您诊断销售业绩：“因此，它使我能够监视销售团队的活动和绩效。这表明他们的工作质量有所下降，需要我的注意。因此，我聘请了专家来培训销售代表，并使用所有最新技巧和工具来提高其效率并提高性能。”
Growth has multiple dimensions, and your influx of leads is just one of them. When you know you have a healthy LVR, it’ll become easier to pinpoint where else you could have issues.
4.了解产品的实力
当您跟踪LVR并将其与您的销售和营销KPI进行比较时，您将能够分辨出产品何时在增长中发挥作用。
作为Anna Pozniak的NetHunt CRMputs it, “LVR isn’t prone to fluctuation and provides you with a clear and reliable picture of your current pool of qualified leads. Based on this metric, you can identify whether or not your product needs to be changed. If there weren’t many changes to your sales team but your MRR growth isn’t keeping up with your LVR, you need to alter your offer to level up to the competition.”
Pozniak says, “It also gives you an insight into the outcomes of your marketing activities. LVR is indicative of your demand generation performance: you can see which channels perform well and can be scaled, and which could be cut off due to ineffectiveness.”
What’s the lesson to learn here? While LVR is a great metric to watch, you should monitor it alongside other metrics to quickly find the source of any issues or successes. Use a resource like a数据仪表板跟踪所有统计数据。
5. Speeding Up Changes in Strategy
Your marketing and sales strategy should adjust to sudden changes in lead availability. But, when do you know that should happen? If you measure LVR every month, you’ll see exactly when your leads start to fall and you should make changes.
当您看到LVR下降时，请问自己这些问题以寻找原因：
- 我最近对销售或营销流程进行了任何更改？
- What channels have the lowest performance, and how can I improve them?
- 我的销售团队有足够的资源和支持吗they need to do their best job?
- 我可以加倍努力来增加潜在客户的销售和营销策略？
If you start noticing too many weaknesses in your marketing tactics, look at your市场策略as a whole. You may need to do more audience research or reevaluate the channels you use.
The 5 Best Ways to Optimize Your SaaS Lead Velocity Rate
We asked SaaS experts to vote on the best ways to boost LVR based onWisdomPlexus’s写这个主题。对受访者的最有效策略是远处优化后续策略，其中40％选择了该选项。但是，至少有10％的参与者发现这些策略中的任何一个都有很有用，这使得它们都是可行的。
Let’s dig into each strategy a little deeper:
- 优化您的后续策略
- Improving Your Content
- Enhancing Your Lead Nurturing Strategy
- Using Automation Tools
- Optimizing Your Segmenting, Targeting, Positioning, and Differentiation Strategy
1. Optimizing Your Follow-Up Strategy
尽管LVR专注于您的整体新线索率，但您需要一个良好的潜在客户保留率才能保持这一数字很高。通过掌握后续技术，您将保持稳定的线索基础，以保持净正数。
“ LVR确定您需要进行的更改，以改善您的潜在客户收购和保留作为业务。”CocoDoc。“For us, a dip in LVR is more than often, a call to have a look at our follow-up strategies. You’d have significantly lower qualified leads if any part of your follow-up strategies fails.”
LVR与将线索保持在您的管道中一样多。不要忘记培养您现在拥有的线索，否则LVR将受到打击。
Related:36个撰写出色销售后续电子邮件的实用技巧
2. Improving Your Content
内容营销是生成有机潜在客户的最热门渠道之一。他们将读者从搜索引擎或直接链接中带到潜在客户的发电活动，例如新闻通讯注册。如果您的内容不符合鼻烟，它不会鼓励访客采取进一步的行动。
如果您注意到其中任何一个内容营销潜在客户产生指标lagging with your LVR, you might need to refresh content or revamp your strategy:
- Time on page:We found that the average time on page for a blog post is about 3 to 5 minutes. If you notice a shorter time, your readers might be bouncing.
- Email opt-ins:If you consider your email newsletter an important milestone in your lead pipeline, your opt-in rate could relate to your content performance. Track your signup sources using a tool like Google Analytics so you know if your content isn’t contributing.
- Organic links:Are people linking back to your content? In addition to boosting your SEO performance, strong backlinks diversify your lead sources.
3. Enhancing Your Lead Nurturing Strategy
合格的线索进入您的管道后，他们呆在那里吗？随着管道的下降，LVR也开始下降。你需要一个坚强的领导培养策略适当的是使您的LVR每月增长。
尝试使用这些领先的培育技巧we received from sales experts to improve your LVR:
- 将官方结构化的后续过程进行到位，其中包括谁将进行后续行动以及
- Show extra value with tailored content, complimentary services or custom gifts
- Send relevant and targeted emails (bonus points for including a personalized video)
- Engage in your customers’ online communities
- Prioritize leads with high lead scores in your interactions
4. Using Automation Tools
您必须掌握销售和营销，以保持潜在客户进入并留在您的管道中。自动化工具可以节省您的时间并进行流程。
仅您的销售过程就会提供大量自动化的机会, such as:
- Scheduling meetings and calls
- Managing your workflow
- 维护您的电子邮件列表
- Assigning and scoring leads
- Entering info into your CRM
You can also tryautomating your reportingto evaluate your lead situation more quickly. It makes reporting faster and more accurate. Plus, it provides more opportunities to collaborate with clients and examine your competition.
5. Optimizing Your Segmenting, Targeting, Positioning and Differentiation Strategy
A segmenting, targeting, positioning and segmentation strategy emphasizes what makes your brand stand out and personalizes your marketing content for your audience. You can also call this strategy asegmenting, targeting and positioning (STP)战略。
Let’s explore each aspect of this strategy:
- 细分：Organizing your audience into different groups (segments) based on their demographics, preferences, location or behavior
- Targeting:确定要优先级的细分市场以及与每个细分市场匹配的营销
- 定位：Determining where your product stands among the competitive landscape
- Differentiation:定义什么使您的产品从竞争对手中脱颖而出
An STP strategy leads to better-tailored sales and marketing by clearly defining your main benefits and the audience you want to target. With these aspects of your marketing determined, you’ll increase your chance of attracting qualified leads over unqualified ones.
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