Demand generation is a strategically planned, persona-focused marketing program that drives awareness and interest in a company's products and/or services. It’s goal is to support the buyer throughout the buying process and (as a result) drive qualified opportunities to the sales team.

Inbound Marketing

Outbound Marketing

Demand Gen Engine Diagram

At the top of the funnel, the core metric is demo requests. These demo requests represent the best Marketing Qualified Leads (MQLs).

Here’s how to calculate quantity of leads to hit MRR goal.

Sources:

https://www.kracov.co/writing/demand-gen-engine