E-Commerce Blog

With a third of all lead generation budget dollars allocated to outsourced B2B teleservices providers, how do Best-in-Class organizations most effectively compensate their external vendors? Aberdeen survey respondents provide rich detail regarding their preferences for how they prefer to model the fiscal relationship they build with their outsourced provider partner. Best-in-Class performance is most closely associated with companies that consider a retainer-based compensation model as the most effective methodology of collaborating with an outsourced B2B teleservices provider.

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Smart Strategies for Compensating Telemarketing Service Providers

While demand generation professionals consistently turn to a wide variety of direct marketing software and e-mail marketing tools in search of sales leads, current research by Aberdeen points to a significant spend associated with a more human element: outsourced B2B teleservices, provided by a large array of vendors offering different models of phone-based support by outside agencies. In fact, organizations spend 33 percent of their overall lead generation budget on such services, and 44 percent of Best-in-Class end-users do so, according to data collected by Aberdeen.

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B2B Teleservices: Worth the Effort?