Why Every Startup Needs an Inverted Demand Generation Funnel, Part II
In the previous post, I introduced the idea of an inverted demand generation (demandgen) funnel which we can use to calculate a marketing demandgen budget based given a sales target, an average sales price (ASP), and a set of conversion rates along the funnel. This is a handy tool, isn’t hard to make, and will […]
Why Every Startup Needs an Inverted Demand Generation Funnel, Part I
Does my company spend too much on marketing? Too little? How I do know? What is the right level of marketing spend at an enterprise software startup? I get asked these questions all the time by startup CEOs, CMOs, marketing VPs, and marketing directors. You can turn to financial benchmarks, like the KeyBanc Annual SaaS […]
Should SDRs Report to Sales or Marketing?
Slowly and steadily, over the past decade, the industry has evolved from a mentality of “all salesreps must do everything” – including some percent of their time prospecting — to one of specialization. We, with the help of books like Predictable Revenue, have collectively decided that in-bound lead processing is different from outbound lead prospecting […]
A Historical Perspective on Why SAL and SQL Appear to be Defined Backwards
Most startups today use some variation on the now fairly standard terms SAL (sales accepted lead) and SQL (sales qualified lead). Below see the classic [1] lead funnel model from marketing bellwether Sirius Decisions that defines this. One great thing about working as an independent board member and consultant is that you get to work […]
