2. INBOUND15
Operations
Sales SaaS Product Marketing
High Velocity Large Company Org Multiple Markets, Open Source, Profitable
Ops, Sales, Marketing, Big,
Small, High Velocity, High Touch
7. INBOUND15
REVENUE = F(traffic quality, site performance, site copy, site structure,
conversion page effectiveness, persons intent, strength of offer, follow on
nurturing, pricing, lead routing, sales follow up time, sales effectiveness,
competitive environment, product trial experience, product features, match
between persons intent and product features, budget cycle timing)
Funnel Math Formulas are
Simple?
8. INBOUND15
• SALs, MQLs drive bad behavior
• SLA – teams do this?
• Marketing compensation –Tied to leads? Tied to MCtR?
SAL, MQL, SLAs and
Compensation Schemes
14. INBOUND15
• How much time do you spend in budget meetings?
• How much time do you spend allocating budgets?
• How much time do you spend justifying budgets?
• Fighting for budgets?
Ask Yourself
16. INBOUND15
• Assumes you can spend your way to
success
• Can you program organic traffic or does it
take people/content/expertise something
real to say?
Marketing Spend/Employee is
Misleading
17. INBOUND15
Impact Marketing Sales
Top Inbound Cold Calling
Middle to
Bottom
Unattended High Touch
Top More
Programs
More Reps
Middle More Tech
Content
More Sales
Engineers
All More
Marketers
More Sales
Reps
Sales and Marketing Expense –
One Bucket
