baxter denney - altamont group sales and marketing alignment presentation
DESCRIPTION
This is the presentation from Baxter Denney's presentation on Sales & Marketing Alignment at the Altamont Group's December 2011 "Total Customer Management" conference in San Francisco.TRANSCRIPT
Sales and Marketing AlignmentT. Baxter DenneyManager, Database Marketing
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
Q1 Q2 Q3 Q470%
80%
90%
100%
110%
120%
130%
140%
LeadsBookings
Marketing & Sales
©2011 Citrix Online, LLCAll rights reserved.
VS.
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
100,000
60,000
30,000
5,000
2,000
Inquiries
Marketing Qualified
Leads (MQL)
Sales Accepted
Leads (SAL)
SalesQualified Leads
(SQL)
Closed Won
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
Inquiries MQL SAL SQL $0
10
20
30
40
50
60
70
80
90
100
Good GuysBad Guys
©2011 Citrix Online, LLCAll rights reserved.
Q1 Q2 Q3 Q470%
80%
90%
100%
110%
120%
130%
140%
Bookings
Marketing & Sales
©2011 Citrix Online, LLCAll rights reserved.
Sales & Marketing Alignment ProjectsMarketing 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
©2011 Citrix Online, LLCAll rights reserved.
&
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
©2011 Citrix Online, LLCAll rights reserved.
