Sales & Lead Generation Market Procurement Intelligence Report

A purchasing guide for Sales & Lead Generation – rich advisory on spend outlook in Sales & Lead Generation, pricing analysis for Sales & Lead Generation procurement cost benchmarking, negotiation strategies and key vendors of Sales & Lead Generation.

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Scope of the report

Ecosystem of the global Sales & Lead Generation category is intertwined with the larger parent market of Promotion. Our category definition describes that overall Promotion market includes all spend on procurement of promotional goods and services and may also include spend related to outdoor promotion activities such as transit advertising and retail advertising.

KEY PROCUREMENT INSIGHTS COVERED

Strategic Sourcing Guide to Sales & Lead Generation Procurement

Overview

A changing ecosystem within the Promotion market also affects the procurement process, cost dynamics and supplier attractiveness for the buyers of Sales & Lead Generation. Price rise in certain essential assets and supplies required to deliver Sales & Lead Generation is making a significant addition to the supplier's overall expenditure. This could have an inflationary impact on buyer's procurement expenditure in the Sales & Lead Generation market.

Rising cost of workforce possessing core skill sets is expected to offset some of the cost savings that suppliers are expecting through implementation of lean and technology-based operations.

In the broader industry, automated tools and advanced technology is making inroads and even replacing some of the non-core workforce of suppliers. As a result, overall cost structure of suppliers has become more favorable across the industry and buyers of Sales & Lead Generation can expect to benefit from lower costs of suppliers once they break even with their investments in technology.

Sales & Lead Generation Procurement Best Practices

It has become imperative for category managers to remain as agile as possible in terms of their procurement practices. However, it is not always easy to quickly spot and implement alternative practices in a category like Sales & Lead Generation. To help quick decision making, this report advises on several procurement best practices that have worked well for category managers.

For example, Service providers often hire subcontractors to assist in certain aspects of a project. Buyers must ensure that subcontractors are bound by the same terms and conditions that main service providers adhere to. Buyers should also ensure that the project budget does not exceed while negotiating with subcontractors.

Buyers should ensure that service providers use digital asset management tools for storing and retrieval of digital assets such as photographs, video graphs, music, animation content. Buyers can use these tools to increase their brands consistency and optimize their workflow.

Buyers should engage with service providers that provide services through an hourly based pricing model. Within an hourly based pricing model, buyers would have a fair idea of the exact time required for the work done by service provider. Consequently, billing rates will be implemented accordingly.


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Risks in Sales & Lead Generation procurement

Sales & Lead Generation procurement managers also need to proactively identify and mitigate potential risks that can arise in the supply chain or contracts for Sales & Lead Generation procurement. Some examples include:


  • Economic downturn can adversely affect employment rates and bring about changes in the spend patterns of customers. This can reduce product launches and adversely affect the industry
  • Contract-related risks where unfavorable credit terms may severly penalize buyers for delayed payments or entitle the supplier to demand pre-payments or shorten the payment terms are not very common in the category but they do exist in certain situations where buyers' liquidity or financial health is in question
  • Procurement without consulting the actual users of Sales & Lead Generation may result in a mismatch in expectations of the buyer's internal stakeholders versus the actual contract executed

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Who should read this report

  • Procurement decisions can prove to be costly in the absence of careful deliberation and evaluation of every available option. In fact, more than 90% of the decision makers we work with acknowledge that timely availability of up-to-date category intelligence can help them make better purchasing decisions. More than 80% of them believe that in-house category intelligence needs to be updated periodically to achieve full benefits. If you have read so far, we are quite sure you agree!!

    You may have just initiated your research to design a winning Sales & Lead Generation procurement strategy, or you may be a category expert looking for strategic insights and updated data.Either ways, the report has your requirements covered.

    The report is intended to serve as a one-stop reference guide for Sales & Lead Generation procurement strategy and offers a perfect blend of category basics with deep-dive category data and insights. Therefore, it is ideal for category beginners looking for “Sales & Lead Generation: Procurement Report 101” as well as for category experts actively tracking the global Sales & Lead Generation procurement market.

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Key questions on Sales & Lead Generation procurement answered by this report


    The Sales & Lead Generation procurement report helps take more informed decisions by placing all the critical information and advice at the fingertips of a decision maker. It also specifically answers some of the key questions that we have been routinely asked during our industry outreach initiatives:

     

    • What is the spend potential in the Sales & Lead Generation market?
    • What is the correct price to pay for Sales & Lead Generation? What are the key trends and factors that influence current and future pricing?
    • Which selection criteria are the most important for Sales & Lead Generation Suppliers Market?
    • Who are the top Sales & Lead Generation suppliers? What are their cost structures?
    • What are supplier margins in Sales & Lead Generation market?
    • Which negotiation levers can reduce Sales & Lead Generation procurement cost ?
    • What are the best practices for Sales & Lead Generation procurement and what are the potential risks?

SpendEdge Insights has helped procurement professionals and sourcing teams manage multiple spend areas and achieve more than $2 billion in savings. Activate your free account today!

Sales & Lead Generation Category Insights: What is inside

The Sales & Lead Generation market report offers a complete picture of the supply market and analyzes the category from the perspective of both buyers and suppliers. Analysis of the category trends, procurement best practices, negotiation levers and overall category management strategy advisory are interspersed with in-depth data and commentary on spend outlook, pricing ecosystem and supplier landscape drilled down to a region-level coverage.

Data

A key highlight of this report is the in-depth outlook created on Sales & Lead Generation procurement spend and pricing trends. The report further delves deep into the aspects of cost structure, total cost of ownership and supplier margins for Sales & Lead Generation. A dedicated section to supplier profiles and evaluation helps decision makers cast a wider procurement net and identify gaps in existing relationships.

Insights

Along with specific category and supplier intelligence, the publication also includes curated insights on Sales & Lead Generation market trends, price influencers and inherent risks. These insights help the decision makers prepare for market shaping trends in advance and create alternative strategies for changes in the market conditions.

Advisory

Additionally, the report also advises on the best practices and strategies to manage the Sales & Lead Generation category efficiently. Negotiation levers and opportunities are explained in detail along with quantification of their potential. Benchmark KPIs for supplier and buyer performance management are also aggregated to better organize the category objectives. Other themes of advisory include ideal procurement organization structure, enablers to achieve KPIs or category objectives and ideal SLAs to have with suppliers.

Category Ecosystem

  • Buyer and supplier ecosystem
  • Competitiveness index
  • Buyer and supplier power
  • Threat of new entrants and substitutes

Global and Regional Sourcing Insights

  • Category spend
  • Spend growth
  • Dynamics
  • Opportunities

Pricing and Cost Analysis

    • Pricing outlook and data
    • Drivers of pricing
    • Cost structure and inputs cost
    • Total cost of ownership
    • Pricing models and margins

Cost Saving Opportunities & Negotiation Strategies

  • Buyer and supplier side levers
  • Quantified cost saving opportunities
  • Negotiation strategies and quantified outcome

Procurement Best Practices, Strategy and Enablers

  • Procurement excellence
  • Sustainability and innovation
  • KPIs and category enablers
  • Risk management and outsourcing

Vendor Analysis

  • RFx essentials and selection criteria
  • SLAs
  • Supplier evaluation metrics
  • Detailed supplier profiles

Our research is complex, but our reports are easy to digest. Quantitative analysis and exhaustive commentary is placed in an easy to read format that gives you an in-depth knowledge on the category without spending hours to figure out “what does it mean for my company?”

Category Research Framework


SpendEdge presents a detailed picture of Sales & Lead Generation procurement solutions by way of study, synthesis, and summation of data from multiple sources. The analysts have presented the various facets of the market with a particular focus on identifying the key category influencers. The data thus presented is comprehensive, reliable, and the result of extensive research, both primary and secondary.

Information Sources


Primary research
Secondary research
Procurement heads
Industry journals and reports
Category managers
Periodicals and new articles
Sourcing consortium professionals
Category webinars
Industry experts and thought leaders
Internal categiry playbooks
Procurement managers
Industry/government websites on regulations, compliance
Category heads of suppliers
Internal databases
Client account heads/managers
Industry blogs/thought leader briefings
Client and industry consultants

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