Recommended
More Related Content
Similar to Baxter Denney - Altamont Group Sales and Marketing Alignment Presentation
Similar to Baxter Denney - Altamont Group Sales and Marketing Alignment Presentation (20)
Recently uploaded
Recently uploaded (20)
Baxter Denney - Altamont Group Sales and Marketing Alignment Presentation
- 1. Sales and Marketing Alignment T. Baxter Denney Manager, Database Marketing
- 4. ©2011 Citrix Online, LLC All rights reserved.
- 5. Marketing & Sales 140% 130% 120% 110% Leads 100% Bookings 90% 80% 70% Q1 Q2 Q3 Q4 ©2011 Citrix Online, LLC All rights reserved.
- 6. ©2011 Citrix Online, LLC All rights reserved.
- 7. ©2011 Citrix Online, LLC All rights reserved.
- 8. 100,000 Inquiries Marketing 60,000 Qualified Leads (MQL) 30,000 Sales Accepted Leads (SAL) 5,000 Sales Qualified Leads (SQL) 2,000 Closed Won ©2011 Citrix Online, LLC All rights reserved.
- 9. ©2011 Citrix Online, LLC All rights reserved.
- 10. 100 90 80 70 60 50 Good Guys 40 Bad Guys 30 20 10 0 Inquiries MQL SAL SQL $ ©2011 Citrix Online, LLC All rights reserved.
- 11. Marketing & Sales Bookings 140% 130% 120% 110% 100% 90% 80% 70% Q1 Q2 Q3 Q4 ©2011 Citrix Online, LLC All rights reserved.
- 12. ©2011 Citrix Online, LLC All rights reserved.
- 13. Sales & Marketing Alignment Projects Marketing Qualified Lead Criteria – Database Marketing Sales Enablement Tools – Sales Operations Revise Lead Forms – Web Development Sales Survey – Customer Insights Data Append – Sales Operations / CRM Enhanced Reporting – Marketing Operations
- 14. ©2011 Citrix Online, LLC All rights reserved.
- 15. ©2011 Citrix Online, LLC All rights reserved.
- 16. ©2011 Citrix Online, LLC All rights reserved.
- 17. ©2011 Citrix Online, LLC All rights reserved.
- 18. ©2011 Citrix Online, LLC All rights reserved.
Editor's Notes
- HBR has an article titled “ending the war between sales & marketing” where they defined 4 stages: undefined, defined, aligned, and integrated.We felt we were in the “defined” bucket: we have rules for preventing disputes, share common language for leads, etc, and use meetings to clarify mutual expectationsTo get to “aligned” HBR suggests establishing regular meetings, define who should be consulted on which decisions, and create oppty’s for sales and marketing to collaborateThe major friction usually is economic, but can be cultural. Ours was the former, as you can tell from this slide.