Integrating Marketing Analytics Approaches Into B2B Lead Management: A Practical Guide for Process Optimization
暫譯: 將行銷分析方法整合進B2B潛在客戶管理：流程優化的實用指南

Despite the growing importance of acquiring new customers due to increased global competition, lead management processes in business-to-business (B2B) companies often remain ineffective. Marketing analytics offers opportunities to address common issues in lead generation, lead scoring, and lead nurturing through data insights. Simultaneously, it enables companies to measure the effectiveness of their lead management efforts. Nevertheless, the extent of data-driven decision-making varies in practice, and the academic literature on marketing analytics in B2B lead management remains fragmented. This thesis bridges the gap by demonstrating how marketing analytics approaches can be integrated into B2B lead management to improve process effectiveness. The findings are summarized in a practical guide that contains concrete steps and recommendations for B2B marketing professionals, considering different maturity levels.