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IDC Analyst Connection: Coordinating Marketing and Sales Across the Entire Revenue Cycle

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As B2B customers become more sophisticated and competition increases, the integration of marketing and sales becomes more critical for meeting and exceeding market demands. And the cost for this …

As B2B customers become more sophisticated and competition increases, the integration of marketing and sales becomes more critical for meeting and exceeding market demands. And the cost for this integration is only increasing as growth in marketing and sales investment outpaces revenue growth. According to IDC, growth in B2B technology marketing and sales investment is increasing 7% in 2008, yet global IT revenue is increasing at only 5.7%. In addition, IDC estimates that the annual performance cost per B2B sales representative as a result of poor engagement with prospects is $1 million.


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