Marketing Delivered> Demand Creation ?

Questions to Ask >>

Talk to Peter

Is there a clear understanding of who you are targeting?
Is there a mutually agreed upon Target Account Profile between Sales & Marketing?
Have you established personas for each of your targets?
Has a behavioral model been constructed for each of you targets?
Does your messaging and offer resonate with your target?
Is there a mutually agreed upon Qualification Matrix between Sales & Marketing?
Is there a clean hand-off of “leads” to sales?
Are you realizing a 10X to 20X return on your Marketing spend?
Is the sales pipeline 3X to 5X larger than quota?
Is the top of the funnel strong enough to drive quota?
Are the conversion rates within the funnel strong?
Do conversion rates increase as you move down the funnel?
Is there effective reporting that allows Sales & Marketing to manage their functions properly?

Peter Buscemi

As VP Market & Sales Development at Actuate, leveraged account intelligence to starburst inside an account through knowledge of the: industry; organization challenges / opportunities, and; specific internal projects.

Focused account evangelism around internal sponsors to promote projects inside their department, in new business units and across the industry.

	415-269-4834
	peter@fourquadrant.com