Outsource or In-House? A Lead Generation Dilemma Marketers Should Resolve

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Leaders in the IT industry are always faced with a dilemma.

On one hand, lead generation processes should be undertaken by an independent firm. On the other, we have equivocal advice to undertake our campaigns in-house.

This dilemma is akin to that scene in The Wizard of Oz where Dorothy and her clique stumbled upon a fork on the Yellow Brick Road. Perhaps, it also sums up the problems that comprise existential despair. There is no other recourse but to choose between existing options.

Indeed, for B2B companies, it is imperative to decide which effort would be more consistent with campaign goals and entails a good ROI influx.

Thus, IT market players must emphasize the qualities of in-housing and outsourcing. A better lead generation formula can be achieved when we consider the advantages and disadvantages of both in the following aspects:

Cost efficiency

For many in the IT field and all other industries, outsourcing spells success in an increasingly competitive market. Companies are outsourcing lead generation processes to cut equipment investments for such activities. Besides, these companies also seek to save time and energy and focus more on their sales infrastructure.

Inasmuch as it is beneficial, outsourcing has its own disadvantages. For one, accountability is an issue. While, company leaders maintain supervisory functions, there exists no direct means of control.

In-house processes provide IT business leaders a direct management over such activities. But besides this, there is also the need for extra managerial oversight. You would have to train personnel yourself, which entails additional costs.


In terms of generating high quality IT sales leads, outsourced processes are best done by specialists. The firm hires the staff, thus saving you from human resource-related burden. However, you must consider the vast divide between you and your customers. Lead nurturing works best if you have personnel who know who you are and what your goals are. Outsourced staffing has only minimal assurances for trust-building. On top of that, data security merits extra attention. Unless a B2B firm ensures quality data protection, the risks to company information linger.

The real advantage with in-house staffing lies in its ability to produce qualified leads. Moreover, the proximity gives provides a healthy atmosphere for cooperation. But the catch comes in the form of extra costs for personnel training.


At the end of the day, the results have the final verdict on both in-house and outsourced lead generation. But you may vouch for an outsourcing firm that guarantees quality leads without letting your campaign budget suffer.

You need not look far for a competent company for the job.