5 B2B Marketing KPIs You Should be Looking At

Felicia Coppola 4 minute read

B2B marketing KPIs matter to help us achieve our business goals through strategic growth marketing. They are the guides that show us what’s working and what needs to be improved to allow companies to ramp up their revenue sustainably.

In short, B2B Marketing KPIs are key performance indicators. Every marketing initiative should have them to help drive business goals. To discuss the topic, I discuss the following in this article:

After all, strategic marketing is crucial in achieving business goals. To ensure the success of these campaigns, set KPIs to help measure effectiveness and impact. Once that’s done, these clear KPIs provide direction, clarity, and confidence throughout the campaign, allowing marketers to track progress and make data-driven decisions. 

Without goals, how do you know what success looks like?

– Jenn Mancusi, Growgetter

The Role of KPIs in Marketing Campaigns

In a word, KPIs serve as benchmarks for measuring the success of marketing campaigns. They provide a tangible way to assess performance and objectives. By aligning KPIs with overall business goals and cross-functional targets, marketers can ensure their efforts contribute to the company’s overall success. Well-defined KPIs enable the:

  • measuring of campaign performance
  • tracking progress over time
  • identifying areas for improvement.

Relevant KPIs for Marketing Campaigns

Consider the specific marketing objectives and desired outcomes when choosing KPIs. Common KPIs include:

  • lead generation
  • conversion rates
  • website traffic
  • engagement metrics
  • revenue generated.

These metrics should be specific, measurable, attainable, relevant, and time-bound (SMART) to provide clear targets and benchmarks for success. By choosing the right KPIs, marketers can focus their efforts on the most critical aspects of the campaign and optimize their strategies accordingly.

For effective KPIs, it is essential to set realistic goals based on historical data, industry benchmarks, and market conditions. Consider available resources, budget limitations, and the campaign timeline to drive meaningful results.

Additionally, setting short-term and long-term benchmarks allows for progress tracking and informed decision-making throughout the campaign lifecycle.

Create your first marketing budget here

Defining KPIs

Graham Kenny

Graham Kenny

“There are two aspects to this – realistic in terms of measurable and realistic in terms of achievable,” said Graham Kenny, Strategy Consultant, Speaker and Harvard Business Review Author. “Realistic in terms of measurable is a judgment call by the managers involved. It’s important to ensure that the benefit of knowing about any KPI outweighs the cost of data collection. Realistic in terms of achievable is about target setting. Again, that’s a judgment call by the managers involved.”

Setting KPIs and success criteria should involve collaboration and alignment across various departments within the organization. That includes stakeholders from sales, marketing, finance, and other relevant teams. Working across the organization ensures a holistic approach and a shared understanding of campaign objectives. With that in mind, let’s look at five commonly used KPIs.

What are the five key performance indicators in marketing?

In this section, we discuss specific examples of KPIs. No doubt, they can vary based on a company’s specific goals and objectives. However, here are five commonly used:

Conversion Rate

This is the percentage of visitors or leads who take a desired action, such as making a purchase, filling out a form, or subscribing to a newsletter. Keep industry standards in mind to determine if conversation rates are optimized for the customer journey.

Customer Acquisition Cost (CAC)

This measures the average cost of acquiring a new customer. It includes marketing and sales efforts expenses, such as advertising, promotions, and sales team salaries. Monitoring CAC helps evaluate the efficiency of customer acquisition strategies from a financial perspective.

Do the math: How much is your customer acquisition cost?

Return on Investment (ROI)

ROI calculates the return generated from marketing investments. It compares the net profit or revenue generated against the marketing expenses incurred. ROI provides insights into the profitability and effectiveness of marketing campaigns or initiatives.

Read next: Achieve Maximum Impact: The Power of Good Marketing ROI

Customer Lifetime Value (CLTV or LTV)

CLTV estimates the total revenue or value a customer is expected to generate over their entire relationship with a company. It helps identify the most valuable customers and enables businesses to allocate marketing resources accordingly.

Website Traffic and Engagement

Overall, monitoring website traffic and engagement metrics helps evaluate the effectiveness of marketing efforts in driving traffic and engaging visitors. These metrics can guide optimization strategies to improve user experience and conversion rates.

Read next: Three main purposes of a website – a chat with Andy Crestodina

Monitoring and Analyzing Campaign Performance

Basically, that means regularly monitoring campaign performance against established KPIs is crucial. You can use tools like Google Analytics, CRM systems, and marketing automation platforms like HubSpot. By leveraging these insights, marketers can identify trends, optimize campaigns, and make informed decisions to enhance performance and maximize return on investment (ROI).

Please drop us a note to get help with your performance metrics

Adjusting KPIs and Goals

Lastly, it’s always good to remember that KPIs and goals might have to be adjusted. After all, marketing campaigns are dynamic, and insights and market feedback can help us adjust the goals. Be open to ongoing optimization, testing, and iteration to improve campaign performance. In the long-run, regularly reviewing and refining KPIs allows adaptation to changing marketing strategies and objectives. By embracing a data-driven approach, marketers can stay agile, pivot when necessary, and continuously improve campaign outcomes.

Ryan Doser

Ryan Doser

“To make KPIs realistic – analyze your past 30, 60, and 90-day performance,” said Ryan Doser of ThriveOneMedia. “What do conversions look like, and what is the trend? If the trend is a 15% increase in 30 days, then a 20% increase for the next 30 days seems like a realistic KPI.”


Setting KPIs is vital for achieving business objectives and measuring success. Marketers can drive effective campaigns by defining clear and relevant KPIs, involving cross-functional teams, and regularly monitoring campaign performance. Well-defined KPIs provide clarity and confidence. 

Need help choosing the right KPIs? Contact us now.

Related content

Discover a wealth of topics, insights, and exclusive resources from our industry experts.