|
|
 |
|
Viewing report
|
|
|
|
Sales and Marketing Alignment: Collaboration + Cooperation = Peak Performance
Aberdeen Group, Sep 2010
Organizations in 2010 remain under economic pressure to accomplish more with less, as companies endeavor to achieve and sustain recessionary profitability through top-line revenue growth. Sales and marketing alignment is critical for this growth as it encompasses the areas of common goal identification, defined responsibilities, and established workflows that are essential in producing optimal results.
In August of 2010, Aberdeen Group's Marketing Strategy and Effectiveness research practice surveyed 453 companies to assess the state of sales and marketing alignment. This report will review the common processes, capabilities, technologies, and metrics used by top-performing organizations to ensure sales and marketing alignment as well as tight operational synergy that, in turn, delivers greater top line revenue growth.
Best-in-Class Performance
Two key performance criteria were used to distinguish Best-in-Class companies in sales and marketing alignment. On average, these top-performing organizations achieved teh following:
- 20% average growth (increase) in company annual revenue, as compared to a 4% average decrease among Laggard organizations
- 47% of sales forecasted pipeline is generated by marketing, as compared to an average 5% among Laggard organizations
Reasons to purchase:
- Add Net-New Customers
- Close More Sales
- Boost Customer Retention
|
|
|
|
