‍Overall Inbound Sessions and Qualified Leads

In the first week of February, total inbound sessions ticked up slightly compared to the week of January 27. The week of Jan 27 saw roughly 12,957 inbound sessions with about 9,074 of those qualified (~70% qualified)​.

In early Feb, inbound volume grew to ~13,450 sessions, with ~9,250 qualified (around 68.8% qualified). In other words, qualified inbound sessions (inbound sessions minus disqualified leads) rose modestly week-over-week – a sign of sustained interest – but the qualification rate dipped by a hair. This slight dip suggests that some of the new traffic was a bit less targeted, leading to a small increase in disqualified sessions. Overall, however, both weeks delivered a very similar scale of engaged traffic.
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Meeting Booking Rate

The meeting booking rate (the percentage of qualified leads that booked a meeting) held steady at roughly 60% week-over-week​. In the Jan 27 cohort, about 60.7% of qualified leads converted into booked meetings, and in the first week of Feb this was about 59.4%. This ~1 percentage point change is minor – effectively, the funnel’s conversion efficiency from lead to meeting remained stable. 

In practical terms, marketing and sales maintained the same overall ability to turn qualified inbound interest into scheduled meetings. The consistency here is a positive sign; despite shifts in who the leads were, the follow-up process converted them to meetings at about the same rate. (It’s worth noting that this ~60% booking rate is an average across industries – some segments convert much higher, others lower, as discussed below.)

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Notable Industry Shifts Week-over-Week

Several industry segments showed significant week-over-week changes in inbound demand and conversion performance. Below we highlight industries with the most notable shifts compared to the Jan 27 data:

• Retail & e-Commerce Software: This segment declined sharply in volume and qualified leads. Two weeks ago it was a top traffic driver with ~1,848 inbound sessions and 1,183 qualified leads​. In the first week of Feb, Retail dropped to just 977 inbound sessions with only about 287 qualified.
  
  That’s a ~24% drop in traffic and an even steeper ~55% drop in qualified leads. It appears a considerable portion of retail traffic was filtered out this week, far more than before. On the bright side, those retail leads that did qualify were more likely to book meetings – roughly 65% booked, up from ~62% previously – indicating the smaller pool was higher intent. Still, Retail lost its volume leadership due to this decline. Marketers may need to investigate what drove the influx of unqualified retail visitors and adjust targeting (as retail has long drawn big crowds but with many filtered leads​).
  
  
• Education & E-Learning Software: Interest in education tech surged, making it the top inbound category this week. Inbound sessions nearly doubled, from ~1,018 in late January to about 2,457 in early Feb. (By comparison, it was mid-pack two weeks ago with ~1k sessions​.) Qualified leads also rose in kind (to ~1,629 qualified).
  
  However, the meeting booking rate slipped – previously Education had a very high booking rate (~71% of qualified leads booked meetings last week), but this week it dropped to about 63%. This suggests that while a wave of new prospects flooded in, a larger proportion of them may be early in their buying journey or otherwise not ready to schedule a meeting. In short, Education captured far more interest, but those leads converted to meetings a bit less efficiently than before (likely because the surge brought in some less-ready prospects).
  
  
• Manufacturing & Industrial Software: This segment saw a major jump in inbound interest. It went from roughly 400–700 total sessions in late January to around 865 inbound sessions in the first week of Feb. Despite doubling inbound volume, Manufacturing kept lead quality high – about 88% of those sessions were qualified (slightly lower than the ~95%+ qualification rate it enjoyed previously​, but still excellent).
  
  Consequently, qualified sessions for manufacturing grew substantially (to ~759 qualified), and booked meetings jumped in absolute terms (425 meetings booked vs. 253 the week prior, a big gain). The booking rate remained steady at ~56% (essentially unchanged from last week​), meaning the segment handled the influx without diluting conversion.
  
  This is an important momentum shift: manufacturing software interest is climbing fast, yet the team is still converting those leads efficiently. It suggests a timely opportunity for marketing to capitalize on and for sales to ensure coverage given the higher volume.
  
  
• Travel & Hospitality Software: This industry’s inbound activity plummeted after a temporary spike. In the week of Jan 27, travel-tech had experienced a surge – around 336 inbound sessions with only ~90 qualified (roughly 73% were disqualified)​, likely due to seasonal curiosity (e.g. New Year travel planning).
  
  Fast-forward to early February, and inbound sessions for Travel & Hospitality fell to roughly 117, with only ~53 qualified (a steep drop from the prior week’s 172 qualified). In essence, the post-holiday travel-tech spike proved short-lived. The segment went from a flood of low-quality interest back down to very modest traffic.
  
  For RevOps, this means last week’s travel leads needed immediate follow-up, as the pipeline isn’t being constantly replenished here. Going forward, travel-tech marketers should treat such spikes as ephemeral, seizing the moment when interest flares because it may not last into subsequent weeks.
  
  
• Real Estate & Property Management Software: Real estate tech maintained its exceptional lead quality, though volume was up only slightly. It saw about 663 inbound sessions in early Feb, up from ~574 the week prior (and around 690 in the week before that) – so a bit of fluctuation but generally high interest. Impressively, 94% of this week’s Real Estate traffic qualified, only a slight dip from the ~97% qualification rate seen previously​.
  
  Qualified leads remained very high (~622), and meetings booked were also robust (415 meetings, just a tad below last week’s 428). The booking rate in real estate did ease from ~76% down to ~66%, but that’s still among the highest conversions. This sector continues to turn nearly every interested visitor into a viable lead, and most leads into meetings.
  
  The slight cooling in conversion might simply be normalization after an exceptional prior week. Real estate’s sustained quality (very few unqualified visitors) signals highly targeted marketing – as noted previously, almost all inbound were good leads​. It remains a standout segment that consistently delivers efficient pipeline.
  
  
• Healthcare & Medical Software: Healthcare continues to attract a large volume of inbound interest but struggles with lead quality. In early Feb it pulled in about 1,150 inbound sessions, up a bit from ~982 the week before. However, a majority of those visitors were filtered out. Roughly 59% of healthcare inbound sessions were disqualified, leaving only ~470 qualified leads (versus ~455 previously – essentially flat)​.
  
  This pattern of abundant but low-yield traffic for healthcare persisted. The meeting booking rate for healthcare-qualified leads was ~62% (slightly down from ~65% prior), which is middling – not terrible, but not top-tier either. The net result is that despite being one of the highest inbound volume industries (it was second only to Education this week), healthcare’s contribution to booked meetings is much smaller due to the heavy drop-off.
  
  This trend has been flagged in past weeks as well​. It suggests that healthcare marketers need to tighten targeting or messaging – a lot of people are clicking or inquiring, but many aren’t the right fit or aren’t serious, which is an inefficiency in the funnel.
  

(Other industry segments not mentioned above had more minor changes. For example, IT & Security Software edged up in both interest and conversion – inbound sessions rose to 606 from 570, and its booking rate nudged up to 71%, keeping this niche’s performance strong​.

HR Software was relatively flat – inbound dipped slightly (804 vs 837) with conversion steady ~66%. Financial & Accounting Software saw a slight downtick in booking rate (41% from 44%), etc. These smaller shifts are less pronounced but still part of the overall picture.)

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Inbound Performance by Company Size

Breaking down the data by account/company size (employee count), we see some clear patterns using standard SaaS segments (1-10, 11-50, 51-200, 201-500, 501-1000, 1001+ employees):

• 1–10 employees (micro-businesses): Inbound traffic from very small companies grew in early Feb – about 742 sessions came from this segment, up ~22% from ~609 the previous week. However, their propensity to book meetings dropped. Around 57.7% of qualified small-biz leads booked a meeting, down from ~64.5% the week prior. This indicates many new micro-business visitors were “just browsing”. They showed initial interest but fewer took the step of scheduling a meeting. It could be that these smallest firms need more nurturing or are less immediate-fit, which slightly dragged down conversion. Marketers might note this surge in small-biz interest but also the need to qualify them – this segment’s growth didn’t translate proportionally into more meetings due to the lower conversion rate.
  
  
• 11–50 employees (small businesses): This lower-SMB tier continued to contribute a large share of inbound sessions. The first week of Feb saw roughly 4,546 sessions from companies in this 11–50 range, up about 9% from ~4,181 the week prior. The qualified-to-meeting conversion for this group held essentially steady (~57–58% booking rate), which is right around the overall average​
  
  . In other words, the mid-sized small-business segment delivered more volume and maintained its conversion efficiency. This consistency means marketing efforts towards this segment are reliably turning into pipeline – no major change week-over-week, which in this case is a good thing.
  
  
• 51–200 employees (mid-market): The mid-market segment remains the bread and butter of inbound. It was the highest-volume category by employee size in both weeks. In early Feb there were about 6,530 sessions from mid-market companies (very similar to the ~6,584 in the prior week, essentially flat). About 4,573 of those were qualified, and around 60% of qualified leads booked meetings (down just a hair from ~62% previously). This slight dip aside, mid-market leads are converting at an above-average rate, and their sheer volume makes them the backbone of the pipeline. The stability here suggests that our core messaging and product fit for mid-sized companies is solid and consistent. Marketers and sales should continue to prioritize and cater to this segment, as it reliably produces the largest chunk of meetings.
  
  
• 201–500 employees (upper mid-market): Engagement from companies in the 201–500 range was steady. Inbound sessions were virtually unchanged (about 819 this week vs. 821 the week before), and conversion stayed strong. Roughly 657 qualified leads emerged from this segment, and about 63% of them booked meetings (very close to ~65% prior). This segment represents a smaller slice of our traffic compared to the true mid-market, but it’s an efficient slice – interest levels and conversion quality remained high. The lack of change here week-to-week implies our approach to upper mid-market (targeting, messaging, etc.) is consistently working, yielding a predictable flow of leads and meetings.
  
  
• 501–1000 employees (large companies): This segment is where we see a drastic filtering effect. In early Feb we attracted 711 inbound sessions from companies with 501–1000 employees (slightly up from 658 the week before). However, the vast majority were disqualified upon qualification criteria. For example, one large prospective account (~835 employees) had 711 inbound hits, of which 626 were ruled out as disqualified​
  
  . Across the segment, only ~85 of the 711 ended up as qualified leads. The flip side is that those few qualified large-company leads are highly likely to convert: this week about 80% of qualified 501–1000 employee leads booked meetings (e.g. that one account booked 71 meetings out of 85 qualified leads)​. This pattern – many big fish visiting, but only a few are the right fit, and those few almost always bite – was observed last week too (~79% booking).
  
  It suggests our product/service truly resonates with select larger organizations, but a lot of the large-enterprise traffic we get may be out-of-profile (students? competitors? job seekers?) or otherwise not serious. From a funnel perspective, this segment yields low volume of meetings due to the heavy disqualification, but any win here is significant. It may be worth examining those disqualified large accounts to see if marketing can pre-qualify better, or if Sales/RevOps wants to proactively reach out to potentially salvage some that might be borderline fits.
  
  
• 1001+ employees (enterprise): At the very high end (enterprise), inbound engagement is basically absent. We recorded virtually no inbound sessions from 1001+ employee companies in either week. This isn’t a surprise – enterprises often require targeted outreach or have long procurement cycles that don’t start with browsing our site.
  
  The data reinforces that notion: large enterprises are not coming in through inbound channels right now. For Marketing, this means if enterprise is a target, they likely need separate ABM (Account-Based Marketing) or outbound efforts, because organic inbound isn’t yielding much from this tier. For RevOps, ensuring we have an outbound strategy for enterprises is key, since the inbound funnel won’t magically produce them.
  

(Note: A small number of leads each week had no recorded employee count (“Unknown”). These accounted for <1% of sessions (~100 or so) and had below-average conversion (~47% booked). They’re a tiny portion, but improving data capture there could help, as those unidentified could fall into any size category.)

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Key Takeaways and Optimization Strategies

For Marketers and Revenue Operations professionals, these week-over-week findings suggest several actions to optimize engagement:

• Double Down on What’s Working (and Rising): When a particular industry or segment shows a surge in interest, be ready to capitalize. For example, the manufacturing and education spikes this week present an opportunity – reallocate marketing budget or sales attention quickly to ride that wave​.
  
  Ensuring content offers, webinars, or sales outreach are immediately tuned to these booming areas can amplify their impact. At the same time, monitor whether these spikes sustain; if Real Estate and Manufacturing continue climbing, consider longer-term shifts in strategy to support the growing demand. Agility in resource allocation lets you maximize ROI from sudden upticks in engagement.
  
  
• Refine Targeting to Improve Lead Quality: Segments that generated lots of traffic but with high disqualification rates (e.g. Retail, Healthcare, and earlier Travel-tech interest) should prompt a review of targeting and messaging​. A considerable drop in Retail qualified leads this week, for instance, suggests that marketing efforts might be casting too wide a net or attracting the wrong audience expectations.
  
  Investigate where the unqualified traffic is coming from, and tighten your criteria or messaging to set better pre-qualifications. This could mean updating ad targeting filters, refining content to speak more to your ideal customer profile, or adding qualifying questions on landing pages/forms​. The goal is to filter out “curious but not suitable” visitors earlier, so that inbound sessions translate to quality pipeline more consistently. Focusing on lead quality will help segments like Healthcare and Retail improve their conversion rates over time.
  
  
• Act Fast on Seasonal/Temporary Spikes: The case of Travel & Hospitality shows how quickly an interest spike can appear and then vanish. Marketers should treat such surges (often driven by seasonal trends or news) with urgency. If you see a sudden influx of leads in a typically quiet segment, engage them immediately with tailored follow-ups, offers, or fast-tracked sales outreach.
  
  The travel-tech surge around New Year had a lot of unqualified consumers mixed in, but there were some 90 qualified leads hidden in that flood​– those needed swift action to convert before interest cooled off. The takeaway is to capture value from ephemeral spikes: don’t assume the volume will remain high next week. Use real-time alerts and agile campaign responses to make the most of a short-lived wave of interest. Conversely, if an expected seasonal peak passes (e.g. holiday retail) and numbers dip, plan pivot campaigns to stimulate demand in the lull.
  
  
• Leverage Core Segments and Nurture Developing Ones: Mid-market (11–200 employee) prospects continue to be the stable core of inbound revenue. Ensure that the marketing and BDR teams maintain focus and cadence here – since this segment consistently yields a high volume of meetings, keeping conversion processes optimized (quick follow-ups, personalized demos, etc.) will pay steady dividends. Meanwhile, recognize that very small businesses are showing up more in our funnel – possibly due to word-of-mouth or low-friction digital campaigns – but many aren’t ready to talk to sales.
  
  To better harness this, consider light-touch nurturing (e.g. automated email drips, free trial sign-ups, self-service resources) for 1–10 employee leads, rather than pushing them all to immediate sales calls. This can improve their readiness over time without consuming excessive sales effort on lukewarm leads. In short, invest where the pipeline is strongest, but don’t neglect emerging segments – tailor the approach (high-touch vs. low-touch) based on their behavior.
  
  
• Align on an Enterprise Game Plan: The data underscores that inbound alone isn’t bringing in enterprise (>1000 employees) clients. For the commercial teams, this is a reminder to align marketing and sales on an outbound/ABM strategy for top enterprises. Marketing can support Sales by providing air cover – targeted ads, thought leadership content, and events aimed at big companies – rather than expecting inbound web conversion. Also, for the large-company inbound interest that does come through (the 501–1000 range), RevOps might consider if the qualification criteria are too strict or perfectly appropriate. We saw that nearly all big-firm leads get disqualified, but those few who pass are extremely likely to convert. This could mean our qualification filters are correctly weeding out poor fits​
  
  , and we just need to focus on those high-value few. It’s worth reviewing the disqualified reasons: if some large prospects were tossed out due to missing info or minor criteria, a human touch could save them. Overall, make sure sales is immediately alerted when a whale (large qualified lead) does appear, because their close rate is high and they deserve VIP attention.
  

In summary, this week-over-week analysis reveals where we need to adapt our go-to-market tactics. Industries and segments with rising interest (e.g. Manufacturing, Education) present chances to accelerate growth – marketing should pour fuel on those fires and sales should be ready to handle the volume. Conversely, areas with slipping or inefficient performance (e.g. Retail’s lead quality dip, Healthcare’s continued filters) highlight where we should fine-tune targeting and messaging to improve ROI on engagement​.

By acting on these insights – tightening lead quality filters, pouncing on trends, and smoothing the path to a meeting – marketers and RevOps can continuously optimize the inbound engine. The key is to treat each week’s data as a feedback loop: double down on what’s working, fix what’s not, and stay agile as audience behavior evolves​​. This proactive, analytical approach will ensure that we not only drive strong inbound interest, but also efficiently convert that interest into pipeline impact, week after week.