‍Overview: Among RevenueHero customers using automated inbound qualification and scheduling, ~14,904 demo requests were captured in the third week of March – essentially flat (+0.5%) compared to ~14,834 in the previous week . Lead quality dipped slightly: about 68.7% of this week’s requests were qualified, down from ~69.9% last week  . In absolute terms, ~10,234 demo requests were sales-qualified (versus ~10,367 in Week 2). The number of inbound meetings booked fell to 5,620, as the overall inbound meeting rate eased to ~54.9% of qualified leads (down from ~56.8% last week ). In short, demand held steady week-over-week, but a slightly smaller share of those interested ended up meeting with sales. Below, we break down the trends by industry and company segment, and highlight key takeaways for marketing and ops teams.
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Inbound Demo Requests – Volume Trends by Industry

Several industries saw notable shifts in demo request volumes compared to the prior week. Education & E-Learning software showed a modest rebound – about 2,007 demo requests this week, up from ~1,880 last week  after a dip in Week 2. This suggests renewed top-of-funnel interest in education tech, perhaps due to mid-March campaigns or seasonality. Travel & Hospitality software remained at the low end of the spectrum with only ~157 demo requests in total, essentially flat after last week’s steep –83% plunge (899→150 from Week 1 to Week 2) . The travel segment’s volume has stabilized at a much lower baseline following that correction.

Meanwhile, Sales Tech demand continued at an elevated level. The Sales Software category saw roughly 1,640 demo requests – sustaining the surge from last week that had significantly boosted its share of inquiries . Interest in IT & Security software also remained high with ~583 requests; this comes on the heels of a 5× lead volume spike in the previous week , indicating that traffic in this segment is still riding that wave. Other tech-focused segments contributed solid volumes as well: Data & Analytics Software drew ~1,227 requests, and Marketing Technology about 810 – healthy numbers that are on par with their Week 2 activity. Retail & e-Commerce software firms continued to attract strong inbound interest (~1,945 requests), maintaining their share of overall volume. On the whole, mid-market B2B software verticals (Sales, IT/Security, Data, Marketing, Retail, etc.) dominated inbound demo demand this week, while a few niche segments (Travel, Real Estate, Legal) saw comparatively modest traffic.

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Lead Qualification Rates – Which Industries Brought the Best Fit Leads

Out of the ~14.9k demo inquiries, ~68.7% were qualified – a slight decline in lead quality from ~69.9% in Week 2 . This minor dip suggests a bit more top-of-funnel exploratory traffic or broader targeting creeping in. In total, 10,234 demo requests passed the automated qualification criteria this week (versus ~10,367 last week). Several industries stood out for exceptional lead quality. Real Estate & Property Management software leads were extremely well-targeted – over 86% of their demo requests were qualified (296 of 343) thanks to strict ICP alignment. This continues Real Estate’s strong quality trend from previous weeks . IT & Security and Marketing Software also saw very high qualification rates, with roughly 75–83% of inbound requests deemed a good fit. These numbers indicate that marketing efforts in those categories are reaching the right audiences with relevant messaging.

On the other hand, a few segments continue to generate a lot of unqualified interest. Sales Software had one of the lowest qualification rates at ~54.8%, albeit up notably from ~44% in the prior week . This improvement suggests some progress in filtering out mismatched leads, but still, nearly half of Sales tech sign-ups were disqualified – pointing to residual targeting gaps. Data & Analytics Software showed a similar pattern: only ~54.8% of its demo requests converted to qualified leads, implying that many incoming prospects in data/BI analytics were not in the ideal customer profile. The Healthcare & Medical Software sector saw the lowest qualification rate at roughly 46% – meaning more than half of healthcare demo requests didn’t meet the bar. This could indicate either very broad inbound interest (e.g. many vendors or individuals exploring) or particularly stringent qualification criteria for that industry’s leads. By contrast, “Other” B2B software categories (miscellaneous) had an 84% qual rate on average, and HR Software leads were about 78.4% qualified – showing that smaller or less-defined segments can still deliver high-quality inquiries. The big takeaway on lead quality: most segments hovered in a healthy sixty-to-eighty-plus percent qualified range, with only a few (Sales, Analytics, Healthcare) noticeably lagging on targeting efficacy.

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Inbound Meetings – Conversion Rates by Industry

Once leads were qualified by RevenueHero’s instant routing, the next key metric is how many converted into actual sales meetings. The inbound meeting rate (qualified leads → booked meetings) averaged ~54.9% across all industries this week, a slight drop from ~56.8% in Week 2 . In total, 5,620 inbound meetings were booked with qualified prospects (down ~4.7% from roughly 5,900 last week). We continue to see a wide range of conversion outcomes by industry – some sectors convert the majority of their qualified leads, while others see many prospects slip by without scheduling.

At the high end, industries with very targeted, motivated buyers saw excellent conversion to meetings. Manufacturing, Industrial & Supply Chain software firms sustained an ~66% meeting booking rate (roughly 2 in 3 qualified leads booked), only a bit off from ~70% last week . Real Estate software actually improved slightly to about 71.3% conversion (211 meetings out of 296 qualified leads), up from ~69.7% the week prior  – an indicator that virtually all of their inbound demo traffic is both qualified and eager to talk to sales. Financial & Accounting software continued strong with roughly 67.9% of qualified leads booking meetings, essentially on par with last week’s ~67% . Marketing Technology also saw about 66% of qualified prospects convert to meetings, maintaining the gains it had made previously . These categories illustrate the payoff when high lead quality and intent are met with frictionless scheduling – the funnel yields meetings from well over half of all raw demo requests in those industries.

On the lower end, a few segments are seeing a lot of qualified prospects not booking meetings – a red flag for follow-up. Customer Support Software had by far the weakest conversion, with only ~17% of qualified support leads resulting in booked meetings. This is a steep drop from an already-low ~38% meeting rate last week , meaning roughly five out of six qualified support buyers didn’t connect with sales. It’s possible these prospects are slower to commit or lack urgency, but such a large gap begs further investigation. (By comparison, support-tech conversion was ~34.5% in Week 1, then 38% in Week 2 , so this week’s 17% is an acute decline – indicating that an influx of “qualified” support leads still didn’t translate to meetings at all.) Similarly, HR Software saw its meeting rate slip to ~49% (about half of qualified leads booked), down from ~57% the previous week . This drop coincided with last week’s surge in HR demo volume – it appears that even as HR leads remained high-quality, fewer of the overwhelmed pool actually scheduled time with reps, likely due to limited sales bandwidth or hesitancy among new prospects.

There were also some bright spots and recoveries. Travel & Hospitality software – which, as noted, had very few leads but of higher intent – converted approximately 74.6% of its qualified leads into meetings. That’s a major improvement from ~45.7% last week . Essentially, after a big purge of low-quality leads in Week 2, the remaining travel leads this week were far more inclined to book, resulting in nearly three out of four qualified travel prospects meeting with sales. Sales Technology saw a mild uptick in conversion: about 51% of qualified sales-tech leads booked meetings this week, up slightly from ~49% in Week 2  (though still only about half converting, which is under the cross-industry average). Meanwhile, IT & Security Software booked roughly 52.7% of its qualified leads – a decent outcome, but down from an extraordinary ~58.6% last week . This dip is understandable given the continued high volume; it suggests the initial onslaught of IT leads slightly outpaced the team’s ability to get them all scheduled, resulting in a small backlog or delay in conversion. In summary, industries like Real Estate, Manufacturing, Marketing, and Finance are converting well above average (two-thirds or more of qualified leads), most others hover near the ~55–60% range, and a few (Support, HR, Sales) are trailing and leaving many meetings unbooked.

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SMB vs. Mid-Market vs. Enterprise – Segment Trends

Breaking down the data by customer company size, we saw some shifts in which segments drove inbound activity. Mid-market companies (those with ~51–200 employees) again generated the bulk of demo requests – about 7,865 requests this week (~52.7% of total), up from ~7,352 (50%) in Week 2  . This growth in mid-market share came partly at the expense of small businesses. SMBs (≤50 employees) contributed around 5,358 demo requests, about 36% of the total – a dip from ~39% the week prior . In contrast, enterprise-scale companies (200+ employees) accounted for roughly 1,681 requests (~11.3%), essentially unchanged from their ~11% share last week . The continued dominance of mid-market inbound volume suggests that medium-sized tech companies are the most active in seeking demos right now, while very large enterprises remain a smaller piece of the pie (likely due to longer sales cycles or fewer vendors in that segment actively requesting demos).

In terms of lead quality by segment, the pattern persisted from earlier weeks: SMBs had the highest qualification rate. About 79.2% of small-business demo requests were qualified this week, even higher than last week’s robust ~78.6% . This makes sense – smaller companies often have more specific needs, so those who take the time to request a demo tend to fit the vendor’s criteria closely. Mid-market leads were about 64.3% qualified, a bit lower than ~66.3% in Week 2 . The slight decrease in mid-market lead quality could indicate that the uptick in volume brought in a few more top-of-funnel prospects who weren’t ideal fits. Meanwhile, enterprise leads had the lowest qualification rate, around 55.7% (virtually flat vs ~54.5% previously ). In other words, nearly half of inquiries from large enterprises weren’t sales-ready, which aligns with the notion that enterprise buyers often include more exploratory or research-oriented contacts.

When we look at meeting conversion by segment, we see an inverse trend: bigger companies (once qualified) tend to convert at higher rates. Enterprise-qualified leads booked meetings ~60.8% of the time – the highest among segments, echoing the “high enterprise conversion” pattern noted last week  . This implies that while it’s harder to get an enterprise lead qualified, if they are qualified, they’re very likely to schedule a call (perhaps due to higher deal stakes and strong sales follow-up for large accounts). Mid-market prospects booked meetings at roughly 57.3%, slightly above the overall average. SMBs had the lowest meeting rate at about 50.7% – meaning even though small-business leads were easiest to qualify, only half of those qualified actually went on to book a meeting. This SMB drop-off could be due to small business evaluators shopping around casually or delaying scheduling. The net result is a kind of funnel paradox: small firms brought the best fit leads in volume, but larger firms (while fewer) provided the most likely leads to convert into meetings.

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Takeaways for Marketing and Ops Teams

• Double Down on High-Converting Segments: Certain industries are consistently delivering both high quality and high conversion, indicating a well-tuned funnel. For example, Real Estate, Financial/Accounting, Manufacturing, and Marketing software are seeing 70%+ of leads qualified and ~65–70% of those turn into meetings, week after week  . This is a strong signal that messaging and targeting in these verticals are spot on, and prospects are highly motivated. Marketing teams in these sectors should amplify the campaigns or channels that are driving such well-qualified traffic. At the same time, Ops teams should be prepared to handle the continued strong conversion – ensure sales reps remain responsive and have ample calendar availability, because these leads are ready to meet as soon as they raise their hand.
  
  
• Address Funnel Gaps in Underperforming Categories: Segments like Support Software and Sales Tech have plenty of room for improvement in their conversion funnel. In Customer Support tech, an exceptionally large share of qualified prospects aren’t booking meetings (only ~17% conversion this week ). This warrants immediate attention – Ops teams may need to investigate if these buyers are slipping through due to timing issues (e.g. no available slots when they tried to book) or if additional touchpoints are needed (such as a personal follow-up or reminder). In the Sales Software segment, lead quality has improved but still about half of interested, qualified buyers didn’t schedule a meeting. Marketing should revisit targeting criteria for Sales Tech campaigns  – the prior low qualification rate hinted at too many untargeted sign-ups, and while it’s better now, refining ad audiences or demo form fields (to emphasize key qualifying questions like company size or use case) could further filter for intent. Meanwhile, Sales/Ops might consider nurturing the qualified-but-unbooked sales-tech leads via email or outbound calls, to capitalize on their interest before it goes cold.
  
  
• Leverage “Unbooked” Insights to Refine Outreach: The granular data from automated routing – especially the “meetings not booked” figures – can reveal where in the funnel prospects are hesitating. Use RevenueHero’s reporting to identify patterns: Did a specific campaign or source yield a lot of qualified leads who nonetheless didn’t book meetings? For instance, if a new content syndication partner brought in a surge of mid-market leads that were qualified but 70% never booked, that’s a flag for marketing to assess lead intent from that source . Or if a particular region’s prospects aren’t converting, ops teams should check whether that region lacks rep coverage or available meeting slots at popular times . By correlating unbooked meetings with lead source, geography, or other attributes, teams can pinpoint if there’s a segment of prospects that needs a different approach (e.g. additional nurture, adjusted scheduling coverage, etc.) beyond the standard instant scheduling flow.
  
  
• Iterate Week-over-Week – Treat Trends as Feedback: As this week showed with Education’s rebound and Travel’s conversion spike, no downturn or uptick is permanent. Marketing and ops teams should treat these weekly changes as a feedback loop . In cases where pipeline volume falls (e.g. Education software’s dip last week), marketing can respond by launching new campaigns or re-engaging that audience with fresh messaging  – the slight recovery in Education demos this week suggests that responsive approach can pay off. Conversely, if lead quality or conversion jumps or dives unexpectedly, dig into the “why.” For example, Travel’s drastic volume drop then conversion rise was a story of weeding out low-intent leads, and Sales tech’s issues stemmed from a broad top-of-funnel surge. Understanding these root causes lets you adjust quickly – maybe a certain webinar or ad drove a bunch of curious but low-fit leads (so you might refine the targeting next time) . The key takeaway is to continuously refine your go-to-market tactics based on what each week’s funnel data is telling you. With RevenueHero automating the qualification, routing, and instant scheduling, your team is freed up to focus on these strategic tweaks – doubling down on what works, and fixing the leaks where prospects drop off – to improve pipeline performance week over week.